Hise, Richard T. <br/><br/>
Effective salesmanship / 
Richard T. Hise. 
 - xiii, 449 pages :  illustrations and schemes ;  24 cm 
<br/><br/>
<br/><br/>Chapter 1: Personal Selling: An Introduction -- Chapter 2: Career Opportunities In Selling -- Chapter 3. Career Opportunities In Selling (Continued) -- Chapter 4. Company and Product Knowledge -- Chapter 5: Knowledge of Market and Competitors -- Chapter 6: Prospecting -- Chapter 7. Obtaining and Planning the Sales Interview -- Chapter 8: Effective Routing -- Chapter 9: Opening the Sales Presentation -- Chapter 10: The Sales Presentation: Obtaining Desire In Prospects -- Chapter 11: Handling Objections -- Chapter 12: Successful Closing -- Chapter 13: Following Up and Servicing Customers -- Chapter 14: Paper Work -- Chapter 15: Handling Key and Marginal Accounts -- Chapter 16: Time Management -- Chapter 17: Evaluation -- Chapter 18: Sales Management: Planning, Recruiting, Training, and Organizing -- Chapter 19: Sales Management: Compensation, Motivation, Supervision, and Evaluation 
<br/><br/><label>ISBN: </label>0030546761 
<br/><br/><label>LCCN: </label>79002958  
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling--Vocational guidance
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .H58 1980