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Covering the various aspects of the selling process in considerable detail, from the basics of organizing an office through to prospecting, selling and follow-up, this book encompasses state-of-the-art selling weapons, including behavioural psychology. "Mindmaps" are used to outline the psychological dynamics of a sales call, and to introduce the reader to the concept of subliminal selling. The book also covers the use of technological advances such as modem, fax and voice mail to increase sales.

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Book Details

ISBN: 9780395578209
ISBN-10: 0395578205
Format: Paperback
(229mm x 154mm x 12mm)
Pages: 288
Imprint: Houghton Mifflin (Trade)
Publisher: Houghton Mifflin
Publish Date: 23-Mar-1992
Country of Publication: United States


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