登入選單
返回Google圖書搜尋
The Professional Selling Skills Workbook
Avila
出版Dryden Press, 1996
主題Business & Economics / Marketing / GeneralBusiness & Economics / Sales & Selling / General
ISBN00301633239780030163326
URLhttp://books.google.com.hk/books?id=S_aWE9WNz04C&hl=&source=gbs_api
註釋The Professional Selling Workbook contains sales exercises compiled from both academic and industry trainers, as well as additional exercises specifically developed for this workbook. Can be used as a stand-alone text for personal selling or as a supplement text for sales management. Features: * The book focuses on the numerous processes and skills inherent to trust-based, relationship selling - not just the simple six or seven traditional selling steps, like the other textbooks. * The Communications modules - on listening skills and questioning skills - and Relationship Development module are unique to this workbook and are not found in any other product on the market. * Exercises include such multiple subprocess and skills as numerous forms of communications and listening, along with relationship development and nurturing. * In addition to the number and variety of exercises available in each section, the workbook offers the instructor a mix of truly experiential exercises, coupled with self-assessment tools and cognitive discussion question, enabling the book to be used both in and out of class to reinforce and enrich reading and lectures. * The workbook thoroughly develops and