TY  - BOOK
AU  - Garrovillas,Eduardo P.
TI  - Out-of-the-box selling: : principles and practices that work and make sense
SN  - 9789715846929
U1  - 658.85 
PY  - 2008///]
CY  - Quezon City
PB  - C & E Publishing
KW  - Selling
KW  - lcgft
N1  - Includes bibliographical references; The age of selling, selling and salespeople; Building relationships with customers; Ethical and legal issues in selling; Customer buying behavior and the buying process; Interpersonal communication principles to build relationships; Relationship selling : adaptive selling for relationship building; Prospecting; Planning the sales call - approach and preapproach; Making the sales call; Strategies for effective presentation; Handling buyer's attitudes - misunderstandings, objections, and skepticisms; Closing phase, closing techniques, and closing skills; Developing long-term business relationships; Negotiation skills and key account selling; Sales management and leadership
ER  -