This Pocket Guide is a cartoon book with a serious message - it
explores the world of commercial transactions: selling products and
services. It will take the salesperson through the course of the
sales process in an informative and entertaining way. 'Selling
Services' and Products begins by establishing an understanding of
the customers' needs and moves through getting an appointment to
meet them, to the moment when the sale is closed. It examines the
differences between selling services and products and consolidates
that information by an exercise at the end of each chapter.
Everybody constantly makes transactions of one kind or another, so
the selling process embodies a fundamental human activity - the
need to persuade somebody about something, so that both parties
benefit. This book will profit not only sales executives, but
everyone.
From the hugely popular 'pocket guide' series
Unique easy-to-read style
Extensive use of case-studies and exercises
General
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