Personnel Selling (6th Edition)

Author: Max
Publisher:
Publish Date: 2002-01-01
Features: The successful salesperson of the 21st century will be someone who understands customers, excels in planning, and can find effective solutions tailored to customer needs. Professional salespeople engage in "the business of people," as their primary goal is to establish long-term, effective relationships with customers. Ronald B. Marks, Professor, wrote "Personal Selling," one of the most popular "Personal Selling" courses internationally. Published to date, it has been revised multiple times and is highly praised and recommended by faculty and students of management schools worldwide, as well as sales management personnel and salespeople in enterprises. The successful salesperson of the 21st century will be someone who understands customers, excels in planning, and can find effective solutions tailored to customer needs. Professional salespeople engage in "the business of people," as their primary goal is to establish long-term, effective relationships with customers. Ronald B. Marks, Professor, wrote "Personal Selling," one of the most popular "Personal Selling" courses internationally. Published to date, it has been revised multiple times and is highly praised and recommended by faculty and students of management schools worldwide, as well as sales management personnel and salespeople in enterprises. This book is divided into 18 chapters, with the main content including: The role of personal selling; The sales career; Moving toward professional sales; Legal constraints and ethical norms for salespeople; Factors determining purchasing behavior; Effective communication; Establishing the relationship selling process; Successfully finding potential customers; The first meeting; Identifying problems; On-site demonstrations; Handling objections; Sales negotiation: Building lifelong customers; Retail and organizational selling: Special selling methods; Self-management; Sales personnel management; Your sales job: Selling yourself.