Selling: The Personal Force in Marketing

by Donald Dean Jackson, Donald Jackson, W.H. Cunningham, et al.

Based on comprehensive research, this guide examines the theory and practice of personal selling. It presents a conceptually-oriented treatment of the dynamics of selling and buying which assumes that selling in the firm can only be understood as an integral part of the total marketing effort. The various dimensions of sales positions are discussed along with the interrelationship between selling and the other functions of a marketing department:...

• Format: Hardcover
• Language: English
• ISBN: 0471864005
• ISBN13: 9780471864004
• Release Date: January 1988
• Publisher: John Wiley & Sons
• Length: 524 Pages
• Weight: 2.20 lbs.