Personal selling: function, theory, and practice
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Houston, TX
Dame
1998
|
| Ausgabe: | 4. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XXVII, 489 S. graph. Darst. |
| ISBN: | 0873936388 |
Internformat
MARC
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| 245 | 1 | 0 | |a Personal selling |b function, theory, and practice |c R. Wayne Mondy ; Shane R. Premeaux ; James R. Young |
| 250 | |a 4. ed. | ||
| 264 | 1 | |a Houston, TX |b Dame |c 1998 | |
| 300 | |a XXVII, 489 S. |b graph. Darst. | ||
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Datensatz im Suchindex
| _version_ | 1804127904861257728 |
|---|---|
| adam_text | Brief Contents
Preface xxiii
Part One
Fundamental Aspects of Personal Selling
1 Personal Selling as a Career 2
2 Personal Qualities for Successful Selling 24
Part Two
Interpersonal Skills in Selling
3 Knowledge Needed to Sell Successfully 52
4 Communication Fundamentals 74
5 Prospect Motivation, Buying Behavior,
and the Sales Process 100
Part Three
The Sales Process
6 Prospecting for Customers 126
7 The Preapproach and the Sales Presentation 160
8 Handling Objections 188
9 Gaining the Interview 218
10 Establishing the Problem 248
11 Solving the Problem: The Demonstration 274
12 Closing the Sale 304
Part Four
Types of Selling
13 Retail Selling 336
14 Industrial Selling 372
vi Personal Selling
Part Five
Personal Development and Legal and
Ethical Considerations
15 Personal Development 408
16 Legal and Ethical Considerations 438
Glossary 465
Index 475
TABLE OF CONTENTS
PART ONE: FUNDAMENTAL ASPECTS OF PERSONAL SELLING
I PERSONAL SELLING AS A CAREER 2
Chapter Outline 2
Key Terms 3
Learning Objectives 3
Why Choose Selling as a Career? 6
On the Spot 7
Employment Opportunities 8
Earnings 8
Advancement Opportunities 9
Mobility 9
Security 10
Variety and Challenges 10
Working Conditions 10
Self Fulfilling Opportunities 11
On the Spot 12
The Sales Process: An Overview 12
Prospecting 13
The Preapproach 14
Handling Objections 14
Gaining the Interview 14
Establishing the Problem 15
Solving the Problem 15
Closing The Sale 16
Careers Which Involve Personal Selling 16
Entrepreneurs and Top Level Managers as Salespeople 17
Other Managers and Specialists as Salespeople 18
Summary 18
Review Questions 19
Case 1.1: Turning Down a Promotion 20
Case 1.2: Build a Better Mousetrap 21
Endnotes 21
viii Personal Selling
2 PERSONAL QUALITIES FOR SUCCESSFUL SELLING 24
Chapter Outline 24
Key Terms 25
Learning Objectives 25
Qualities of Successful Salespeople 26
Fundamental Qualities 30
On the Spot 30
Persistence 30
Empathy 31
Communication Ability 31
Integrity 32
Product Involvement 32
Distinctive Qualities 33
On the Spot 33
Self Management 33
Drive 34
Imagination 35
Patience 35
Social Intelligence 36
Qualities Often Mentioned But Not Identified
as Fundamental or Distinctive 36
Confidence and Enthusiasm 36
People Orientation 37
Positive Attitude 37
Product Classes and the Distinctive Qualities Required 38
Consumer (Retail) Sales 39
Reseller Sales 41
Producer Sales 41
Government Sales 42
Further Considerations 43
Qualities of Outside Versus Inside Salespeople 43
Summary 44
Review Questions 45
Case 2.1: Finding the Right Job 45
Case 2.2: Never Give Up 47
Endnotes 48
Table of Contents ix
PART TWO: INTERPERSONAL SKILLS IN SELLING
3 KNOWLEDGE NEEDED TO SELL SUCCESSFULLY 52
Chapter Outline 52
Key Terms 53
Learning Objectives 53
Basic Knowledge 54
On the Spot 55
Life Experiences 57
Liberal Education 57
Business Education 57
Applied Knowledge 60
Knowledge of the Industry 60
Knowledge of the Market 60
On the Spot 61
Knowledge of the Company 61
Knowledge of the Product or Service (Features and Benefits) .... 64
Knowledge of the Competition 65
Knowledge of the Customer 65
Skills 65
Computer Assisted Selling Skills 66
Summary 68
Review Questions 69
Case 3.1: Choosing a Training Method 69
Case 3.2: An Unexpected Pleasure 70
Endnotes 72
4 COMMUNICATIONS FUNDAMENTALS 74
Chapter Outline 74
Key Terms 75
Learning Objectives 75
The Communication Process 76
Breakdowns in Communication 79
Technical Barriers 80
Language Barriers 81
Psychological Barriers 82
x Personal Selling
Aids to Communication 83
Empathy 84
Listening 84
On the Spot 85
Observation 86
Simple Versus Difficult Words 88
Figures of Speech 89
Nonverbal Communication (Body Language) 90
Distance 90
Body Positions 91
Hand Gestures 91
Facial Expressions 92
On the Spot 93
Summary 94
Review Questions 95
Case 4.1: Looks Can Be Deceiving 95
Case 4.2: Selling Is Sometimes More Than Selling 96
Endnotes 97
5 CHAPTER FIVE: PROSPECT MOTIVATION, BUYING BEHAVIOR
AND THE SALES PROCESS 100
Chapter Outline 100
Key Terms 101
Learning Objectives 101
The Environment of Selling and Motivating in the 1990s 102
Some Motivation Theories 104
Universal Need Hierarchy 104
On the Spot 105
Life Experience Needs 106
Expectancy Theory 107
Motivation in Practice 108
Specific Customer Desires (Needs) 109
Probabilities of Satisfying Customer s Desires 110
Time Ramifications of Motivation 110
On the Spot HO
How the Factors Are Related Ill
Situational Factors Affecting Motivation Ill
Table of Contents xi
The Sales Representative Ill
The Customer 112
The Sales Environment 113
Motivation and the Buying/Selling Process 114
Formularized Model (AIDA) 115
Buying Decision Model 115
Problem Solving Model 116
Summary 118
Review Questions 119
Case 5.1: Pulling a Sale Through 120
Case 5.2: At Times, Quality Means More Than Price 121
Endnotes 122
PART THREE: DEVELOPING THE SALE
6 CHAPTER SIX: PROSPECTING FOR CUSTOMERS 126
Chapter Outline 126
Key Terms 127
Learning Objectives 127
Prospecting and the Sales Process 129
Prospecting: A Search for Likely Customers 130
Elements of a Prospecting System 131
Blind Search 134
Door to Door Canvassing 134
Media Advertising 134
Telephone Calling (White Pages of Telephone Book) 135
Selective Search 135
Referrals 136
On the Spot 136
Lists 140
Directories 142
Personal Observation 142
Database Marketing 144
The Prospecting Seminar 145
Using The Net For Leads 146
Instant Interactive Marketing 146
Telequalifying: Qualifying Leads Through Telemarketing 147
xii Personal Selling
Qualifying Suspects as Prospects 148
On the Spot 148
Needs the Product or Service 148
Eligibility to Buy 150
Ability to Pay 150
Authority to Make the Buying Decision 150
Not Being Captive to Other Supply Sources 150
Accessible to Interview on a Favorable Basis 151
Time Frame for Qualifying Prospects 151
Methods of Acquiring Qualifying Information 152
Assimilating Qualifying Information 153
Summary 154
Review Questions 155
Case 6.1: Continuous Case, Prospecting 156
Case 6.2: It Takes a Balanced Approach 157
Role Playing Exercise: To Qualify, That Is The Question! 157
Endnotes 158
7 THE PREAPPROACH AND THE SALES PRESENTATION 160
Chapter Outline 160
Key Terms 161
Learning Objectives 161
The Preapproach and the Sales Process 163
Advantages of the Preapproach 163
Preapproaching the Individual 165
Name, Age, and Place of Birth 166
Family Situation 166
Education 166
Philosophy 166
Big Events 167
Activities 167
Goals 167
Preapproaching the Problem 168
Planning the Sales Presentation 169
Types of Sales Presentations 171
Canned, or Memorized Presentation 172
On the Spot 173
Table of Contents xiii
Key point Presentation 174
Customized Presentation 175
On the Spot 177
Key Point/Memorized 177
Canned/Customized 177
Key Point/Customized 178
Additional Insights 178
Consultative Selling 178
Suggestion Selling 179
Principle of Integrating Interests 179
Rational Versus Emotional Reactions 180
Team Selling 181
The Reverse 181
Summary 181
Review Questions 182
Case 7.1: Continuous Case, Preapproach 183
Case 7.2: A Change of Jobs 184
Role Playing Exercise: The Can : Can it Work? 184
Endnotes 185
8 HANDLING OBJECTIONS 188
Chapter Outline 188
Key Terms 189
Learning Objectives 189
Handling Objections and the Sales Process 191
Psychology of the Disagreeing Prospect 193
Salesperson s Attitude Toward Objections 194
Classifying Objections 195
Does it Mean the Suspect Is Not a Prospect? 195
On the Spot 196
Is It Valid? 196
Is It Real or a Stall? 196
Which Phase of the Sales Process Does It Involve? 197
On the Spot 197
General Rules to Follow in Handling Objections 198
Show Interest and Understanding 198
Listen 199
xiv Personal Selling
Do Not Interrupt 199
Restate the Objection 200
Specific Methods of Handling Objections 202
Admit Method 202
Ignore Method 203
Postpone Method 203
Reduce Eliminate Method 204
Compare Method 206
Return Method 206
Narrate Method 207
Anticipating Customer Objections 208
Forestalling Objections 208
Handling The Inevitable Price Objection 210
How Objections are Handled by Major Companies 210
From Goodyear 211
From Investors Diversified Services 212
From Prudential 212
From Texaco, Inc 213
Summary 214
Review Questions 215
Case 8.1: Continuous Case, Handling Objections 215
Case 8.2: Forestalling Problems 215
Role Playing Exercise: Objections to a Hammer? 216
Endnotes 216
9 GAINING THE INTERVIEW 218
Chapter Outline 218
Key Terms 219
Learning Objectives 219
Gaining the Interview and the Sales Process 220
Establishing Rapport 222
Securing Qualifying Information 223
Establishing the Prestige of the Salesperson and Company 224
Gaining the Interview 225
Favorable Physical Conditions 225
On the Spot 225
Minimum of Interruptions 226
Table of Contents xv
Enough Time Committed 226
On the Spot 226
Ways to Initially Approach Prospects 227
Direct Personal Call 227
Letter 229
Telephone Call 230
Electronic Mail (E mail) 234
When to Call on Prospects 235
Justifying the Interview 240
Product Justifier 241
Benefit Justifier 241
Impending Event Justifier 242
Bonus Justifier 243
Acquaintance Justifier 243
Summary 243
Review Questions 244
Case 9.1: Continuous Case, Gain the Interview 245
Case 9.2: Getting In 246
Role Playing Exercise: Can You Justify It? 246
Endnotes 246
10 ESTABLISHING THE PROBLEM 248
Chapter Outline 248
Key Terms 249
Learning Objectives 249
Establishing the Problem and the Sales Process 250
Need Satisfying versus Problem Resolution 252
Emotions Affecting the Sale 253
Approaches to Solving the Problem 254
Intuition 255
On the Spot 256
Snap Judgment 256
Reasoning 256
Problem Solving Methodology 257
On the Spot 258
Defense Mechanisms as Barriers to Identifying the Problem 259
Compensation 259
xvi Personal Selling
Flight into Reality 260
Withdrawal 260
Reinterpretation 260
Regression 261
Getting Information from the Prospects 261
General Aspects of Questioning 262
Setting the Context of the Question 262
The Art of Effective Questioning 263
The Value of Words In Questioning 264
Probing for Information 264
Silence Probe 265
Encouragement Probe 265
Elaboration Probe 266
Clarification Probe 266
Topic Change Probe 267
Establishing Specifics of the Problem 267
Summary 268
Review Questions 269
Case 10.1: Continuous Case, Establishing the Problem 269
Case 10.2: A Mistake In Enthusiasm 270
Role Playing Exercise: What s Wrong With the Old Way? 271
Endnotes 271
11
I SOLVING THE PROBLEM: THE DEMONSTRATION 274
Chapter Outline 274
Key Terms 275
Learning Objectives 275
Solving the Problem and the Sales Process 276
The Selling Continuum 277
The Demonstration 278
Demonstration Tools for Solving the Problem 279
Traditional Demonstration Tools 280
The Product 280
Models 281
Blueprints 283
Charts and Graphs 283
Pictures 283
Table of Contents xvii
Conference Calls 284
Sales Portfolios 284
On the Spot 285
Interactive/Multimedia Demonstration Tools 285
Interactive Multimedia (IMM) 286
CD ROM Multimedia 286
Hybrid Electronic Medium 287
Multimedia Notebooks 287
The Value of Evidence When Solving Problems 287
Expertise 288
Numerical Data 288
Logic 288
Tests 290
Guarantees 291
Case Histories 291
Testimonials 291
On the Spot 292
Product Features and Benefits 292
Summary 297
Review Questions 298
Case 11.1: Continuous Case, Solving the Problem 299
Case 11.2: Fulfilling a Dream 300
Role Playing Exercise: So What Will It Do For Me? 301
Endnotes 301
12 CLOSING THE SALE 304
Chapter Outline 304
Key Terms 305
Learning Objectives 305
Closing the Sale and the Sales Process 307
Legal Ramifications of Selling 309
Prospect s Psychology of the Close 309
Salesperson s Psychology of the Close 310
Reasons for Weak Closing 311
Not Weak Closing, Other Weaknesses 312
Fear Arising from the Mystique of Closing 312
Guilt Feelings About Sales Jobs 312
xviii Personal Selling
On the Spot 313
Guilt Feelings About Company or Product 313
No Understanding of the Psychology of the Close 313
Closing Methods 313
Silence Closing Method 313
Direct Closing Method 314
Indirect Closing Method 314
Impending Event Closing Method 315
Standing Room Only Closing Method 315
Special Offer Closing Method 316
Optimal Decision Time Closing Method 317
Trial Order Closing Method 317
Continued Affirmation Closing Method 317
Narrowing the Choice Closing Method 318
Closing on an Objection Closing Method 318
Summary of Benefits Closing Method 318
Reviewing the Buying Decisions Closing Method 318
Unprofessional Closing Methods 319
Emotional Close 319
Two person Close 320
Give up Close 320
Showdown Close 320
When to Close 321
Expression 321
Body Movement 321
Physical Action 322
Recognition Statements 322
Questions Indicating a Strong Interest 322
Requirements To Be Met 322
After Successfully Handling A Major Objection 322
At The End Of The Presentation 322
On the Spot 323
The Trial Close 323
The Departure 324
The Follow up and Building Long Term Relationships 326
Service 326
Gifts and Entertainment 327
Little Things 327
Table of Contents xix
Summary 328
Review Questions 329
Case 12.1: Continuous Case, Closing the Sale 330
Case 12.2: Service After the Sale 331
Role Playing Exercise: Yacts of Luck! 332
Endnotes 332
PART FOUR: TYPES OF SELLING
13 RETAIL SELLING 336
Chapter Outline 336
Key Terms 337
Learning Objectives 337
Retailing Defined 339
Retail Sales Terminology 339
Retail Sales Without Salespeople 342
Special Factors in Retail Selling Careers 342
Image 343
Peak Valley Nature of Demand 343
Working Conditions 343
Requirements of Retail Selling 344
Level of Performance in Retail Selling 344
The Sales Process in Retail Selling 347
Prospecting 347
Preapproach 349
Handling Objections 349
Gaining the Interview 349
On the Spot 354
Establishing the Problem (Need) 354
On the Spot 356
Solve the Problem 356
Close the Sale 360
Facilitating the Retail Sales Process Through Database Marketing .... 361
Common Situations in Retail Sales 362
Handling More Than One Customer 362
Group Shopping 362
The Turnover 363
xx Personal Selling
Substitution 363
Associate Sales 364
Exchanges, Returned Goods, and Complaints 365
Summary 366
Review Questions 367
Case 13.1: A Choice of Styles 368
Case 13.2: A Wrong Sales Approach 369
Endnotes 370
14 INDUSTRIAL SELLING 372
Chapter Outline 372
Key Terms 373
Learning Objectives 373
The Sales Process for Industrial Sales 374
Industrial Sales Redefined 375
Realities of Industrial Selling Into The Next Century 377
The Concept of Risk in Industrial Sales 378
The Industrial Buyer 380
Characteristics of the Industrial Buyer s Environment 381
Understanding and Discovering Motives for Industrial Purchases . 383
On the Spot 386
Types of Industrial Buying Decisions 387
People Who Make Industrial Buying Decisions 388
On the Spot 393
The Industrial Salesperson 393
Problem Solving Applied to Industrial Sales 394
The Art Of Negotiation (Selling Value) 395
Types of Sales Calls 396
Cold Canvass 396
Appointment at the Salesperson s Request 396
Appointment at the Buyer s Request 397
Team Selling 397
Missionary Sales 398
Industrial Selling and the Sales Presentation 398
Purchasing Partnerships: Industry Craze or Trend? 399
Technology In Industrial Sales and Service 400
Summary 400
Table of Contents xxi
Review Questions 402
Case 14.1: One Sale For Three 402
Case 14.2: One Way or the Other 404
Endnotes 405
PART FIVE: PERSONAL DEVELOPMENT, LEGAL,
AND ETHICAL CONSIDERATIONS
15 PERSONAL DEVELOPMENT 408
Chapter Outline 408
Key Terms 409
Learning Objectives 409
The Self Assessment 410
Strength/Weakness Balance Sheet 411
Likes and Dislikes Survey 412
Test Analysis 415
Making the Decision 417
Avoiding Outdated Sales Practices and Annoying Habits 417
The Not so Glad Hand 418
Smoking 420
Staring 420
On the Spot 421
Using Distracting Physical Mannerisms 421
Abusing the Telephone Privilege 422
Forced Enthusiasm 422
Appearance 423
Dress 423
On the Spot 424
Posture 424
Smile 425
Salesperson Certification 427
Developing Time and Territory Management Skills 427
The Value of Time 427
Proper Allocation of Time Among Sales Activities 430
Procedures Used to Direct Work 431
Routing and Scheduling Calls 431
Use of Waiting Time 432
Accomplishing Office Work 432
xxii Personal Selling
Keeping Up with Events 432
Written Reports 432
Using the Telephone 433
Planning Travel 433
Summary 433
Review Questions 434
Case 15.1: Mistakes! Mistakes! Mistakes! 435
Case 15.2: Making the Sale Is Not a Debate 435
Endnotes 436
16 LEGAL AND ETHICAL CONSIDERATIONS 438
Chapter Outline 438
Key Terms 439
Learning Objectives 439
The Law Relating to Personal Selling 441
On the Spot 442
Agency Contracts 442
Torts 443
Contracts 443
The Uniform Commercial Code (UCC) 445
Consumer Protection Laws 446
Prohibited Acts 447
On the Spot 449
Cooling Off Rule on Door to Door Sales 450
Legal Dimensions of Salesperson s Statements 452
Avoiding Salesperson Related Legal Problems 452
Ethical Considerations 453
Why a Code of Ethics Is Needed in Personal Selling 453
Beyond A Mere Ethical Code 455
Examples of Codes of Ethics for Personal Selling 455
Unethical Practices 455
Summary 458
Review Questions 459
Case 16.1: What Should Eva Do? 460
Case 16.2: To Bribe or Not to Bribe 460
Endnotes 461
Glossary 465
Index 475
|
| any_adam_object | 1 |
| author | Mondy, Robert Wayne 1940- Premeaux, Shane R. Young, James R. |
| author_GND | (DE-588)138181969 |
| author_facet | Mondy, Robert Wayne 1940- Premeaux, Shane R. Young, James R. |
| author_role | aut aut aut |
| author_sort | Mondy, Robert Wayne 1940- |
| author_variant | r w m rw rwm s r p sr srp j r y jr jry |
| building | Verbundindex |
| bvnumber | BV013205418 |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.25 |
| callnumber-search | HF5438.25 |
| callnumber-sort | HF 45438.25 |
| callnumber-subject | HF - Commerce |
| classification_rvk | QP 620 |
| ctrlnum | (OCoLC)38595210 (DE-599)BVBBV013205418 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 4. ed. |
| format | Book |
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| id | DE-604.BV013205418 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:40:46Z |
| institution | BVB |
| isbn | 0873936388 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-008996346 |
| oclc_num | 38595210 |
| open_access_boolean | |
| owner | DE-703 DE-N2 |
| owner_facet | DE-703 DE-N2 |
| physical | XXVII, 489 S. graph. Darst. |
| publishDate | 1998 |
| publishDateSearch | 1998 |
| publishDateSort | 1998 |
| publisher | Dame |
| record_format | marc |
| spelling | Mondy, Robert Wayne 1940- Verfasser (DE-588)138181969 aut Personal selling function, theory, and practice R. Wayne Mondy ; Shane R. Premeaux ; James R. Young 4. ed. Houston, TX Dame 1998 XXVII, 489 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Sales management Selling Marketing (DE-588)4037589-4 gnd rswk-swf Persönlicher Verkauf (DE-588)4226194-6 gnd rswk-swf Theorie (DE-588)4059787-8 gnd rswk-swf Verkäufer (DE-588)4126928-7 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Praxis (DE-588)4047068-4 gnd rswk-swf Persönlicher Verkauf (DE-588)4226194-6 s DE-604 Verkauf (DE-588)4117346-6 s Theorie (DE-588)4059787-8 s Praxis (DE-588)4047068-4 s 1\p DE-604 Verkäufer (DE-588)4126928-7 s Marketing (DE-588)4037589-4 s 2\p DE-604 3\p DE-604 Premeaux, Shane R. Verfasser aut Young, James R. Verfasser aut HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008996346&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Mondy, Robert Wayne 1940- Premeaux, Shane R. Young, James R. Personal selling function, theory, and practice Sales management Selling Marketing (DE-588)4037589-4 gnd Persönlicher Verkauf (DE-588)4226194-6 gnd Theorie (DE-588)4059787-8 gnd Verkäufer (DE-588)4126928-7 gnd Verkauf (DE-588)4117346-6 gnd Praxis (DE-588)4047068-4 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4226194-6 (DE-588)4059787-8 (DE-588)4126928-7 (DE-588)4117346-6 (DE-588)4047068-4 |
| title | Personal selling function, theory, and practice |
| title_auth | Personal selling function, theory, and practice |
| title_exact_search | Personal selling function, theory, and practice |
| title_full | Personal selling function, theory, and practice R. Wayne Mondy ; Shane R. Premeaux ; James R. Young |
| title_fullStr | Personal selling function, theory, and practice R. Wayne Mondy ; Shane R. Premeaux ; James R. Young |
| title_full_unstemmed | Personal selling function, theory, and practice R. Wayne Mondy ; Shane R. Premeaux ; James R. Young |
| title_short | Personal selling |
| title_sort | personal selling function theory and practice |
| title_sub | function, theory, and practice |
| topic | Sales management Selling Marketing (DE-588)4037589-4 gnd Persönlicher Verkauf (DE-588)4226194-6 gnd Theorie (DE-588)4059787-8 gnd Verkäufer (DE-588)4126928-7 gnd Verkauf (DE-588)4117346-6 gnd Praxis (DE-588)4047068-4 gnd |
| topic_facet | Sales management Selling Marketing Persönlicher Verkauf Theorie Verkäufer Verkauf Praxis |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008996346&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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