000			02384nam a2200349 i 4500
001			6667
005			20250411155645.0
008			940429s1993 txua b 001 0 eng d
010			_a92075903
020			_a0030327695
040			_aNEB _cDLC _dWaOLN
041	0		_aeng
049			_aBAUN_MERKEZ
050	0	4	_aHF5438.25 _b.O24 1993
082	0	0	_220
100	1		_aOberhaus, Mary Ann _992166 _eaut
245	1	0	_aProfessional selling : _ba relationship process / _cMary Ann Oberhaus, Sharon A. Ratliffe, Vernon R. Stauble
264		1	_aFort Worth, Tex. : _bDryden Press, _c[1993]
264		4	_c©1993
300			_axv, 695 pages : _billustrations (some color) ; _c26 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
490	1		_aThe Dryden Press series in marketing
504			_aIncludes bibliographical references and index
505	0	0	_t-- Contents _tPreface _tPt. 1 Twenty-First Century Sales Horizons _tCh. 1 Professional Selling - Its Importance and Perspectives _tCh. 2 Professional Selling Through Relational Communication _tCh. 3 Ethical, Legal, and Cultural Issues in Professional Selling _tPt. 2 The Salesperson and the Profession _tCh. 4 Understanding Yourself and Communicating a Positive Sales Image _tCh. 5 Know Your Industry, Company, Products, and Competition _tPt. 3 From Prospect to Client _tCh. 6 Identifying High Potential Prospects _tCh. 7 Understanding Buying Behavior and the Buying Process _tCh. 8 The Importance of Communication in Creating a Positive Buying Climate _tCh. 9 Listening - The Key to Effective Selling _tPt. 4 Anatomy of the Selling Process _tCh. 10 Opening the Interview - Developing Verbal and Nonverbal Rapport _tCh. 11 Probing for Buying Needs _tCh. 12 Preparing the Sales Presentation _tCh. 13 Delivering the Sales Presentation _tCh. 14 Managing Buying Resistance _tCh. 15 Closing and Taking Leave of the Interview _tCh. 16 Servicing the Account _tPt. 5 Staying Alive - Methods of Maintaining a Professional Sales Career _tCh. 17 Telemarketing, Technology, and Communications Systems _tCh. 18 Managing Self, Time, and Territory _tCh. 19 Sales Management _tCh. 20 Career Management _tGlossary _tIndex
650		0	_aSelling _92029
700	1		_aRatliffe, Sharon A _eaut
700	1		_aStauble, Vernon R _eaut
830		0	_9109929 _aDryden Press series in marketing.
942			_2lcc _cKT
999			_c5966 _d5966