TY  - BOOK
AU  - Oberhaus,Mary Ann
AU  - Ratliffe,Sharon A
AU  - Stauble,Vernon R
TI  - Professional selling: a relationship process 
T2  - The Dryden Press series in marketing
SN  - 0030327695
AV  - HF5438.25 .O24 1993
PY  - 1993///]
CY  - Fort Worth, Tex.
PB  - Dryden Press
KW  - Selling
N1  - Includes bibliographical references and index; -- Contents; Preface; Pt. 1	Twenty-First Century Sales Horizons; Ch. 1	Professional Selling - Its Importance and Perspectives; Ch. 2	Professional Selling Through Relational Communication; Ch. 3	Ethical, Legal, and Cultural Issues in Professional Selling; Pt. 2	The Salesperson and the Profession; Ch. 4	Understanding Yourself and Communicating a Positive Sales Image; Ch. 5	Know Your Industry, Company, Products, and Competition; Pt. 3	From Prospect to Client; Ch. 6	Identifying High Potential Prospects; Ch. 7	Understanding Buying Behavior and the Buying Process; Ch. 8	The Importance of Communication in Creating a Positive Buying Climate; Ch. 9	Listening - The Key to Effective Selling; Pt. 4	Anatomy of the Selling Process; Ch. 10	Opening the Interview - Developing Verbal and Nonverbal Rapport; Ch. 11	Probing for Buying Needs; Ch. 12	Preparing the Sales Presentation; Ch. 13	Delivering the Sales Presentation; Ch. 14	Managing Buying Resistance; Ch. 15	Closing and Taking Leave of the Interview; Ch. 16	Servicing the Account; Pt. 5	Staying Alive - Methods of Maintaining a Professional Sales Career; Ch. 17	Telemarketing, Technology, and Communications Systems; Ch. 18	Managing Self, Time, and Territory; Ch. 19	Sales Management; Ch. 20	Career Management; Glossary; Index
ER  -