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books
| book details |
Personal Selling
Edited by C.H. van Heerden, Edited by A. Drotsky
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| book description |
Personal selling, the process of person-to-person communication between a salesperson and a prospective customer, is an age-old art. Today it may take place face to face, over the telephone or even through interactive computer links. However, some selling approaches work better than others. In Personal Selling Second Edition, the authors outline the 10 key steps in the selling process that they believe will lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. The importance of communication in the selling task, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.
| product details |
Normally shipped |
Publisher | Juta & Company Ltd
Published date | 1 Nov 2010
Language |
Format | Paperback / softback
Pages | 325
Dimensions | 180 x 260 x 0mm (L x W x H)
Weight | 602g
ISBN | 978-0-7021-8860-2
Readership Age |
BISAC | business & economics / sales & selling
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Carlo Rovelli
Paperback / softback
224 pages
was: R 295.95
now: R 265.95
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Originally published in Italian: L'ordine del tempo (Milan: Adelphi Edizioni, 2017).
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Carlo Rovelli
Paperback / softback
208 pages
was: R 295.95
now: R 265.95
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