Selling skills for professionals /

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Bibliographic Details
Author / Creator:	Tasso, Kim.
Imprint:	London : Thorogood, ©2000.
Description:	1 online resource
Language:	English
Series:	Thorogood professional insights Thorogood professional insights.
Subject:	Selling. Marketing. Sales promotion. Marketing. Sales promotion. Selling. Electronic books.
Format:	E-Resource Book
URL for this record:	http://pi.lib.uchicago.edu/1001/cat/bib/11137842

Hidden Bibliographic Details
ISBN:	1423721403 9781423721406 1854185799 9781854185792 9781854181794 1854181793 1280233052 9781280233050 9786610233052 6610233055
Notes:	Title from e-book title screen (viewed Sept. 1, 2005). "A specially commissioned report"--Cover. "A Thorogood report." English.
Summary:	Presents a report, which guides professionals through the fundamental knowledge and skills needed for effective selling.

Table of Contents:

About the author; Preface; Chapter 1: Introduction; Chapter 2: Research results; Chapter 3: What is selling?; Chapter 4: Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; Chapter 5: Selling frameworks and models; Chapter 6: Selling skills; Chapter 7: Competitive tendering; Chapter 8: Account management; Chapter 9: Company wide issues on selling; Appendix 1: Sales jargon buster; Appendix 2: Useful sales related books; Appendix 3: Self-appraisal of service performance; Appendix 4: Internal service review questionnaire and example questions.

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