Personal Selling 

 -  Macmillan Publishing Company,  1990 
 - 476 
<br/><br/>Personal Selling: A Promotional Profession, Personal Selling: The Personal Dimension, Salesperson as Communicator, Competitive and Company Knowledge, Using Product Knowledge in Personal Selling, Understanding the Customer, Prospecting for Customers, The Sales Approach, Creating a Dynamic Sales Presentation, Meeting Sales Resistance, Closing the Sale, Strengthening the Sales Relationship, Territory Management: Maximizing the Sales Effort, Managing and Training the Sales Force, Applying Sales Techniques to Career Planning, Ethical Behavior in Personal Selling, Index. 
<br/><br/> Personal Selling: A Promotional Profession, Personal Selling: The Personal Dimension, Salesperson as Communicator, Competitive and Company Knowledge, Using Product Knowledge in Personal Selling, Understanding the Customer, Prospecting for Customers, The Sales Approach, Creating a Dynamic Sales Presentation, Meeting Sales Resistance, Closing the Sale, Strengthening the Sales Relationship, Territory Management: Maximizing the Sales Effort, Managing and Training the Sales Force, Applying Sales Techniques to Career Planning, Ethical Behavior in Personal Selling, Index. 
<br/><br/><label>ISBN: </label>23888709