01103pam a2200229 i 4500 1/19874 760921s1977 nyua 00010 eng 0471019240 20455 DLC GR-PeUP 658.85 CR Crissy, William Joseph Eliot. Effective selling : a short course for professionals / W.J.E. Crissy, Isabella C.M. Cunningham, and William H. Cunningham. New York : Wiley, [1977] 1 case (7 v.) : ill. ; 27 cm. Wiley professional development programs Title from case. 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. Selling. Cunningham, Isabella C. M. Cunningham, William Hughes. INST UNIPILB MAIN 20040709 658.85 CR 00108847 00108847 LOAN 0 1