Personnel sales

Author: Ying End
Publisher:
Publish Date: 2001-09-01
Features: This book primarily introduces the fundamental principles and methods of personal selling, providing an in-depth yet accessible discussion of the latest theories and related concepts in the field. It also considers the interactive relationship among salespeople, competitors, and customers, integrating ideas, strategies, techniques, and case studies. The book not only comprehensively covers the entire process of personal selling but also gathers a wealth of examples to analyze cases, offering readers a step-by-step learning platform. The book is divided into 11 chapters, including the role of personal selling, sales careers, self-management for salespeople, purchase behavior analysis, communication styles in the personal selling process, successfully identifying potential customers, initial meetings with customers, recognizing purchase influencers, win-win negotiation techniques, the beginning of relationship selling, and winning lifelong customers. This book can serve as a textbook for undergraduate and graduate students in management-related fields, MBA students, and participants in related disciplines. It is also suitable for training marketing and management personnel in enterprises. Additionally, for any reader who has joined or is preparing to join the ranks of personal selling, this book will guide and instruct them on the path to success in new customer relationship management.