Essentials of Personal Selling: The New Professionalism

by Rolph Anderson

An introductory text for students in sales courses, emphasizing business-to-business selling, development of communication skills, and the diverse roles of professional salespeople. Approaches selling as a career and as a starting point for other business careers, and covers dynamic selling environments, legal and ethical issues, company training, and negotiation. Includes profiles of successful professionals, case examples, and discussion questions. Annotation copyright Book News, Inc. Portland, Or.

476 pages, Paperback

First published December 1, 1994