TY  - BOOK
AU  - O'Connor Patrick J
TI  - Personal Selling
SN  - 23888709
PY  - 1990///
PB  - Macmillan Publishing Company
N1  - 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
N2  - 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
ER  -