1st Edition
Pocket Guide to Selling Services and Products
96 Pages
by
Routledge
96 Pages
by
Routledge
96 Pages
by
Routledge
Also available as eBook on:
First published in 1995. 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 customers' needs and moves through getting an... Read more
Introduction, The problems associated with selling, Reaching the customer, The interview, Benefit selling, Objectives, Closing the sale.
Biography
Malcolm McDonald is Professor of Marketing Planning at the Cranfield School of Management. Peter Morris was Manager of the Media Service Unit at the University of Sussex and now runs his own video production company in Brighton.
'The amusing cartoon characters are shown in both sales and day-to-day situations, where the reader's confidence is questioned. If you want to close that sale,
read on.' - Business Opportunity World, January 1996
'Reading Selling Services and Products is a half-hour well spent, an
entertaining introduction to the key elements of sales.'
