Text

Textbook of Salesmanship

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The material on sales management was expanded to two chapters in response to the increased attention being given it in selling classes.rnMore cases were added in response to the observation that they add a valuable dimension to sales training. It is most regrettable that because of the nature of selling there is a dearth of realistic material on what happens during the heart of the sale - in the presentation. I have recorded numerous acatual sales, but the results have not lent them selves to usable case presentations. They are much too long and many of the meaningful messages were not communicaated verbally. Sales presentations arae loaded with body language that is difficult to relate in cases.

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Detail Information

Series Title

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Call Number

658.81 RUS t

Publisher

United States of America : McGraw-Hill Inc.., 1987

Collation

x: p. 564: 24 cm

Language

English

ISBN/ISSN

717285111

Classification

Sales Management/Manajemen Pemasaran

Content Type

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Media Type

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Carrier Type

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Edition

Cet.1, 1987

Subject(s)

manajemen penjualan

Specific Detail Info

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Statement of Responsibility

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