附註:Title from e-book title screen (viewed Sept. 1, 2005).
"A specially commissioned report"--Cover.
"A Thorogood report."
About the author; Preface; Chapter 1: Introduction; Chapter 2: Research results; Chapter 3: What is selling?; Chapter 4: Adopting the buyer's point of view: An introduction to buyer behaviour and relevant psychology; Chapter 5: Selling frameworks and models; Chapter 6: Selling skills; Chapter 7: Competitive tendering; Chapter 8: Account management; Chapter 9: Company wide issues on selling; Appendix 1: Sales jargon buster; Appendix 2: Useful sales related books; Appendix 3: Self-appraisal of service performance; Appendix 4: Internal service review questionnaire and example questions.
摘要:Presents a report, which guides professionals through the fundamental knowledge and skills needed for effective selling.
