Pocket Guide to Selling Services and Products

1. Auflage 1995
ISBN: 978-0-7506-2641-5
Verlag: Routledge

Buch, Englisch, 96 Seiten, Format (B × H): 127 mm x 203 mm, Gewicht: 113 g

First published in 1995. This pocket guide is a cartoon book with a serious message -it explores the world of commercial transactions: selling products and services. It will take the salesperson through the course of the sales process in an informative and entertaining way. Selling Services and Products begins by establishing an understanding of customers' needs and moves through getting an appointment to meet them, to the moment when the sale is closed. It examines the differences between selling services and products and consolidates that information by an exercise at the end of each chapter. Everybody constantly makes transactions of one kind or another, so the selling process embodies a fundamental human activity -the need to persuade somebody about something, so that both parties benefit. This book will profit not only sales executives, but everyone. This unique pocket guide is a must for sales and marketing managers and students.

Zielgruppe

Professional Practice & Development

Autoren/Hrsg.

Morris, Peter

McDonald, Malcolm

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Außenhandel
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb

Inhaltsverzeichnis

Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.

Über Autor(innen)

Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.