Effective selling : a short course for professionals - Crissy, William Joseph Eliot; Cunningham, Isabella C. M.; Cunningham, William Hughes (New York : Wiley, 1977)
1. Closing confidently, professionally, and ethically. -- 2. The marketing concept and models of buyer behavior. -- 3. Approaches to the buying-selling process. -- 4. Communicating to sell. -- 5. Tactics for overcoming sales resistance. -- 6. Planning for successful selling. -- 7. Presenting features and benefits.
Title from case.
Keywords: Selling