TY  - BOOK
AU  - Hise,Richard T.
TI  - Effective salesmanship
SN  - 0030546761
AV  - HF5438.25 .H58 1980
PY  - 1980///
CY  - Hinsdale
PB  - Dryden Press
KW  - Selling
KW  - Vocational guidance
N1  - Includes bibliographical references and indexes; 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
ER  -