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Author : Jacob Jacoby
Publisher : Free Press
ISBN 13 :
Total Pages : 344 pages
Book Rating : 4.:/5 (321 download)
Download or read book Personal Selling written by Jacob Jacoby and published by Free Press. This book was released on 1984 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Lawrence B. Chonko
Publisher : Allyn & Bacon
ISBN 13 : 9780205141395
Total Pages : 456 pages
Book Rating : 4.1/5 (413 download)
Download or read book Professional Selling written by Lawrence B. Chonko and published by Allyn & Bacon. This book was released on 1993 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt: Focuses on the development of communications skills, presenting the basics of how to design informative, persuasive and ethical verbal communications in a sales context. A range of topics that are applicable to the selling and communication process are covered.
Author : Thomas N Ingram
Publisher : Routledge
ISBN 13 : 1317460278
Total Pages : 660 pages
Book Rating : 4.3/5 (174 download)
Download or read book Sales Management written by Thomas N Ingram and published by Routledge. This book was released on 2015-03-26 with total page 660 pages. Available in PDF, EPUB and Kindle. Book excerpt: Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups, and on integrating corporate, business, marketing, and sales strategies. It equips students with a strong foundation in current trends and issues, and identifies the skill sets needed for the 21st century.
Author : Anna Antczak
Publisher : Springer
ISBN 13 : 3319555774
Total Pages : 172 pages
Book Rating : 4.3/5 (195 download)
Download or read book Cross-Cultural Personal Selling written by Anna Antczak and published by Springer. This book was released on 2017-07-07 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones. Agents and personal sellers must be aware of these differences and be familiar with the expectations of customers. Cross-cultural Personal Selling provides extensive empirical research results with special emphasis on competences, skills and qualifications of personal sellers which are necessary for successful, effective and efficient promotion campaigns aimed at customers from different cultures. Academics of international marketing and promotion will find this study extremely useful, as well as practitioners looking to expand their knowledge on personal selling.
Author : M. C. Cant
Publisher : Juta and Company Ltd
ISBN 13 : 9780702166365
Total Pages : 292 pages
Book Rating : 4.1/5 (663 download)
Download or read book Personal Selling written by M. C. Cant and published by Juta and Company Ltd. This book was released on 2005-09 with total page 292 pages. Available in PDF, EPUB and Kindle. Book excerpt: Outlining 10 steps in the personal selling process—from prospecting for new business to closing a deal—this guide explains the art of the sale. The importance of listening to customers, clarifying the difference between selling a product and a service, and emphasizing the importance of business ethics are revealed. Descriptions of the options available to those seeking a career in sales are included, as is an exploration of the impact of the sales profession on the economy, and a reminder that all jobs require some amount of selling.
Author : Thomas N. Ingram
Publisher :
ISBN 13 : 9780357901380
Total Pages : 0 pages
Book Rating : 4.9/5 (13 download)
Download or read book Sell written by Thomas N. Ingram and published by . This book was released on 2023-03-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master today's most effective professional selling concepts and skills with SELL, 7E by 4LTR Press. Updated, streamlined chapters cover the most relevant topics and current industry selling practices. This edition covers recent technology, including artificial intelligence, for use in the selling process. New or expanded coverage addresses storytelling in sales, customer engagement and the customer experience. This edition's visual presentation is complemented with new chapter-opening vignettes and new coverage of the latest ethical dilemmas and virtual selling strategies. Study tools and activities like case studies and role play videos help you prepare for real-world situations. MindTap digital resources let you read or listen to chapters and study with flashcards and practice quizzes. When it�s time to review, you can easily gather everything you�ve flagged or noted into a guide you organize. Track your scores so you know where to focus efforts to reach your learning goals.
Author : C. Whan Park
Publisher : Now Publishers Inc
ISBN 13 : 1601981007
Total Pages : 50 pages
Book Rating : 4.6/5 (19 download)
Download or read book Brand Attachment written by C. Whan Park and published by Now Publishers Inc. This book was released on 2008 with total page 50 pages. Available in PDF, EPUB and Kindle. Book excerpt: The purpose of this review is to provide an overview of various literatures related to consumer search for information, and its effect on markets. Normative models of consumer search prior to purchase, and of consumer search through experience, are reviewed first. Models of consumer consideration set formation are also outlined. These models are generally based on consumers balancing the costs and benefits of search, which implies that search should be limited if it is costly. The extensive empirical literature on consumer search, which is reviewed next, does indicate that search is limited. The third major section of this review discusses the effect of search on market equilibrium, and market forces related to the supply of information. These include models of how advertising, retailing, and the Internet become organized to facilitate consumer search. The review concludes with a discussion of overall findings and suggestions for further research.
Author : Rolph E. Anderson
Publisher :
ISBN 13 :
Total Pages : 536 pages
Book Rating : 4.0/5 ( download)
Download or read book Personal Selling written by Rolph E. Anderson and published by . This book was released on 2004 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Rolph E. Anderson
Publisher : Cengage Learning
ISBN 13 : 9780618645701
Total Pages : 0 pages
Book Rating : 4.6/5 (457 download)
Download or read book Personal Selling written by Rolph E. Anderson and published by Cengage Learning. This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In line with students' current career goals,Personal Sellingfocuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing allows students to easily understand the authors' research and analysis of the field. The Second Edition includes an updated discussion of technology tools and services that facilitate sales. Chapter 2 explores the behavioral, technological, and managerial forces affecting personal selling today, and discusses numerous inexorable changes within each. In addition to new examples and photos, a new feature follows an actual sales professional through the various aspects of his job. New!Revised and reorganized, Chapter 3—now titled "Ethics and Legal Considerations in Personal Selling"—covers ethical issues that arise when dealing with prospects and customers, co-workers, and the company. Unlike other personal selling texts, the chapter also discusses sexual harassment in the workplace. New!For the Second Edition, the authors have enhanced the text's real-world focus by incorporating current research, examples, and cases from actual companies. New!NewPersonal Profilesfocus on salespeople from diverse backgrounds, demonstrating that there is no stereotypical profile of a successful salesperson. Five of the profiles are new to this edition and include interviews with representatives from Beiersdorf, DHL, and Samsung. In addition, a specific salesperson is profiled in the core chapters to illustrate the personal selling process. New!To increase the text's visual appeal, the Second Edition features a colorful, contemporary design and new photographs in every chapter, as well as five new icons that signal the following pedagogical features:On the Frontlines, It's Up to You, From the Command Post, Keeping Up Online,and enhanced online content. Updated!The impact of technology requires today's sales professional to be more tech savvy than ever. Chapter 2, "The Dynamic Personal Selling Environment," focuses on the empowerment of salespeople who use the latest technology in order to achieve customer satisfaction and loyalty. With respect to the Internet, the text covers the use of blogs, pod-casting, screen sharing, video conferencing, and personalized e-mails in the sales process. All chapters conclude with a set of key terms, chapter review questions, topics for thought and class discussion, new role-play exercises, new Internet research exercises, projects for personal growth, and a case. An additional case is found online.
Author : Cody Osmon
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (87 download)
Download or read book Personal Selling Research Paper written by Cody Osmon and published by . This book was released on 2013 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Bernhard Swoboda
Publisher : Springer Science & Business Media
ISBN 13 : 3834980994
Total Pages : 231 pages
Book Rating : 4.8/5 (349 download)
Download or read book European Retail Research written by Bernhard Swoboda and published by Springer Science & Business Media. This book was released on 2009-01-30 with total page 231 pages. Available in PDF, EPUB and Kindle. Book excerpt: The aim of EUROPEAN RETAIL RESEARCH is to publish interesting manuscripts of high quality and innovativeness with a focus on retail researchers, retail lecturers, retail students and retail executives. As it has always been, retail executives are part of the target group and the knowledge transfer between retail research and retail management remains a part of the publication’s concept.
Author : Joe Girard
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.7/5 (432 download)
Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Author : Thomas N. Ingram
Publisher :
ISBN 13 : 9780176622107
Total Pages : pages
Book Rating : 4.6/5 (221 download)
Download or read book SELL with Printed Access Card (6-Months) for MindTap written by Thomas N. Ingram and published by . This book was released on 2015-05-01 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Created through a "student-tested, faculty-approved" review process, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Focusing on trust-based selling, the text reflects the authors' extensive experience as leading sales educators and as sales managers, trainers, and consultants with major corporations.
Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author : Nripendra P. Rana
Publisher : Springer Nature
ISBN 13 : 3030243745
Total Pages : 337 pages
Book Rating : 4.0/5 (32 download)
Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.
Author : John M. Rathmell
Publisher :
ISBN 13 :
Total Pages : 72 pages
Book Rating : 4.3/5 (97 download)
Download or read book A Bibliography on Personal Selling written by John M. Rathmell and published by . This book was released on 1966 with total page 72 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
