A textbook that presents the basic concepts and terminology of the marketing field in a highly illustrated and highly readable format. The concepts and principles are stated simply, with current examples of real-world products, companies, and situations. Special topics, such as the importance of services, ethics, and global marketing are woven throughout the text. Supplemental materials are available. Annotation c. by Book News, Inc., Portland, Or.

Applied Marketing

Business & Money

Wisner, Bern

Management & Leadership

PRENTICE/HALL

Salesmanship provides the practical, hands-on skills necessary for success in personal selling. Focusing entire chapters on the separate skills that are critical in sales, the book leads readers through the entire selling process. The book devotes entire chapters to individual aspects of successful sales such as personality, image, attitude, rules of persuasion, and personal time management and provides knowledge readers can actually use. The book also includes a unique chapter on Creating a Professional Image created with the aid of a prominent image consultant that is not found in any other book on selling. It also provides practical day-to-day information on building a prospect profile and learning the state of a prospect's decision. An essential reference book for any sales professional.

Selling the Right Way!

Quigg, Brooke

Pearson College Div

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