Despite this upheaval, retailers and marketers believe that personal selling — the age-old art of person-to-person communication between a salesperson and a prospective customer, is here to stay — although it should be adapted to incorporate technological developments.
In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy, and how it ties in with and supports marketing. The importance of communication in the act of selling, 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.
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Despite this upheaval, retailers and marketers believe that personal selling — the age-old art of person-to-person communication between a salesperson and a prospective customer, is here to stay — although it should be adapted to incorporate technological developments.
In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy, and how it ties in with and supports marketing. The importance of communication in the act of selling, 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.
This book is very efficient when you are a student and when you feel like knowing more about personal selling
Imprint | Juta Legal and Academic Publishers |
Country of origin | South Africa |
Release date | November 2018 |
Availability | Supplier out of stock. If you add this item to your wish list we will let you know when it becomes available. |
Editors | C. H. van Heerden, A Drotsky |
Dimensions | 245 x 168 x 18mm (L x W x T) |
Format | Paperback |
Pages | 288 |
Edition | 4th ed |
ISBN-13 | 978-1-4851-2926-4 |
Barcode | 9781485129264 |
Categories | |
LSN | 1-4851-2926-5 |