| 000 | 00900camuuu200265 a 4500 | |
| 001 | 000000907882 | |
| 005 | 19990111140820.0 | |
| 008 | 920911s1993 nyua bf 001 0 eng | |
| 010 | ▼a 92032439 | |
| 020 | ▼a 0471600857 (cloth) : ▼c $79.95 | |
| 040 | ▼a DLC ▼c DLC ▼d DLC ▼d 244002 | |
| 049 | 0 | ▼l 151001550 ▼f R |
| 050 | 0 0 | ▼a HF5438.25 ▼b .G74 1993 |
| 082 | 0 0 | ▼a 658.8/5 ▼2 20 |
| 090 | ▼a 658.85 ▼b G857h2 | |
| 100 | 1 | ▼a Grikscheit, Gary M., ▼d 1940- |
| 245 | 1 0 | ▼a Handbook of selling : ▼b psychological, managerial, and marketing dynamics / ▼c Gary M. Grikscheit, Harold C. Cash, Clifford E. Young. |
| 250 | ▼a 2nd ed. | |
| 260 | ▼a New York : ▼b Wiley, ▼c c1993. | |
| 300 | ▼a xiii, 450 p. : ▼b ill. ; ▼c 25 cm. | |
| 440 | 0 | ▼a Wiley series on marketing management, ▼x 0275-875X. |
| 504 | ▼a Includes bibliography (p. 317-324) and index. | |
| 650 | 0 | ▼a Selling. |
| 700 | 1 | ▼a Cash, Harold C. |
| 700 | 1 | ▼a Young, Clifford E., ▼d 1945-. |
소장정보
| No. | 소장처 | 청구기호 | 등록번호 | 도서상태 | 반납예정일 | 예약 | 서비스 |
|---|---|---|---|---|---|---|---|
| No. 1 | 소장처 세종학술정보원/사회과학실(4층)/참고 | 청구기호 R 658.85 G857h2 | 등록번호 151001550 | 도서상태 대출불가(열람가능) | 반납예정일 | 예약 | 서비스 |
컨텐츠정보
책소개
Updated and revised to present a clear yet basic understanding of the objectives, ideas and tools needed to sell effectively. Focuses on developing managerial skills, analyzing customers' requirements and personalities to create dynamic strategies. Discusses ways of handling objections; breaks down closing techniques; explores group dynamics involved in selling to a committee rather than individuals. New features include application of computer, video-recording and playback technology to develop and measure key behaviors in the sales process.
정보제공 :
목차
CONTENTS Preface = xi One High-Performance Selling for the 1990s = 1 1. The Cardinal Objectives for Professionals = 2 2. Need Satisfaction: Theory and Practice = 13 3. Improving Your Productivity = 25 Two The Communication Process in Selling = 34 1. The Nature of Communication = 34 2. Analysis of Human Processes in Communication = 45 3. Developing Real-Time Skills = 55 Three Strategy and Tactics for Conducting the Sales Call = 65 1. Sales Strategy for Control of the Interview = 66 2. Filling Needs = 80 3. The Importance of Timing = 83 4. Prospects' Reactions and Sales Tactics = 86 Four Managing Sales Resistance = 96 1. The Nature of Sales Resistance = 96 2. Handling Objections = 103 Five Strategy with Individuals = 112 1. Understanding Personality = 113 2. Describing an Individual's Personality and Planning Strategy = 117 3. Understanding Motivation = 128 4. Analyzing Customers' and Prospects' Motivations and Planning Strategy = 135 5. Understanding Background and Improving Your Ability to Adjust to Others = 140 Six Strategy and Tactics with Groups = 152 1. Analyzing Individual Members of Groups and Planning Strategy = 152 2. Maximizing Participation by Group Members = 156 3. Communicating with Groups = 161 Seven Logic, Creativity, and Suggestion in Selling = 168 1. Problem Solving = 169 2. Reasoning in Selling = 180 3. The Creative Approach to Problem Solving = 186 4. Applications in Selling = 191 5. Suggestion in Selling = 197 Eight Guiding Buying Behavior = 206 1. The Nature of Learning = 206 2. Learning Applied to Selling = 218 3. Learning Channels = 228 4. Remembering and Forgetting = 235 Nine The Seller as a Self-Manager = 244 1. Your Selling System = 245 2. Implementing the Planning Process = 257 3. Self-Management = 266 Ten Managing in Depth: An Analysis for Effective Action = 274 1. Managing Your Selling System with the Computer = 275 2. Managing Each Call = 278 3. Managing Each Transaction = 281 4. Managing Each Account = 290 5. Managing the Territory = 299 6. Maximizing Territory Coverage = 305 Bibliography = 317 Appendixes = 325 Ⅰ. Determining Differential Competitive Advantage (4, 193) = 327 Ⅱ. Salesperson-Oriented Product Manual (21, 23, 24, 73, 76, 108, 270) = 331 Ⅲ. Rules for Brainstorming (22, 187) = 338 Ⅳ. Work Sheets for SOPM (22, 82, 108) = 339 Ⅴ. Comparative Analysis of Competing Products/Services (26) = 342 Ⅵ. Factors Influencing Communication (45) = 344 Ⅶ. Work Sheet for Compiling Examples of Prospect Reactions (93) = 346 Ⅷ. Sample Sales Interview: Observing the Prospect's Reactions (93) = 348 Ⅸ. Common Trait Terms to Analyze People (122, 123, 145) = 350 Ⅹ. Work Sheet for Making a Trait Description (123, 223) = 352 XI. A Case History: Trait Description (124) = 355 XII. Developing Trait Strategy (125) = 358 XIII. Analyzing the Causes of Behavior (125) = 359 XIV. Common Trait Terms with Definitions and Strategies (79, 126) = 360 XV. Common Strategies (127) = 375 XVI. Motivation Analysis-Work Sheet and Checklist (62, 139) = 377 XVII. A Case History: Motivation Analysis (139) = 383 XVIII. Description of Roles of Group Members (155) = 385 XIX. Checklist for Summarizing Roles of Group Members (155) = 387 XX. Checklist for Tallying Group Members' Remarks (155) = 388 XXI. Strategies for Use in Group Selling (156) = 389 XXII. Salesperson's Example of Logical Analysis in Selling (177) = 391 XXIII. Suggestion versus Reasoning (186) = 393 XXIV. Exercise in Creative Selling (197) = 395 XXV. Call Checklist and Presentation Checklist (196, 270, 280) = 396 XXVI. Guide for Observing Sales Performance (194, 268) = 400 XXVII. Analysis of Learning Channels (234, 243) = 423 XXVIII. Work Sheets for Setting Objectives (260) = 426 XXIX. Account Improvement Planning Guide (262) = 428 XXX. Factors for Defining Selling Jobs (268) = 430 XXXI. Advertising Analysis Checklist (289) = 432 XXXII. Account Potential Planning Guide (291) = 434 XXXIII. Territory Potential Planning Guide (299) = 436 Glossary = 437 Index = 441