000			01905cam a2200337 i 4500
999			_c200437803 _d56015
001			200437803
003			TR-AnTOB
005			20200827112528.0
007			ta
008			200327s1980 ilua b 001 0 eng d
010			_a 79002958
020			_a0030546761 _qhardback
040			_aDLC _beng _erda _cDLC _dDLC _dTR-AnTOB
041	0		_aeng
050	0	0	_aHF5438.25 _b.H58 1980
090			_aTOBBK HF5438.25 _b.H58 1980
100	1		_aHise, Richard T. _eauthor _9127591
245	1	0	_aEffective salesmanship / _cRichard T. Hise.
264		1	_aHinsdale : _bDryden Press, _c1980.
264		4	_c©1980
300			_axiii, 449 pages : _billustrations and schemes ; _c24 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and indexes.
505	0		_aChapter 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
650		0	_aSelling _xVocational guidance _9127590
942			_2lcc _cBK