This best-selling, introductory text embodies the changing nature of personal selling today. It shows students how to master vital relationship-building skills and apply modern sales automation technology to achieve long-term success in the field.

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About the Authors

Dr. Barry L. Reece, Professor Virginia Polytechnic Institute and State University

Dr. Reece has devoted more than three decades to teaching, research, consulting, and the development of training programs in the areas of sales, supervision, human relations, and management. He has conducted over 600 seminars and workshops for public and private sector organizations. He has written several textbooks and articles in the areas of sales, supervision, communications, and management. Dr. Reece was named "Trainer of the Year" by the Valleys of Virginia Chapter of the American Society for Training and Development and was awarded the "Excellence in Teaching Award" by the College of Human Resources and Education at Virginia Polytechnic Institute and State University.

Dr. Reece has contributed to numerous journals and is author or co-author of twenty-five books including Business, Human Relations―Principles and Practices, Supervision and Leadership in Action and Effective Human Relations in Organizations. He has served as a consultant to Lowe's Companies, Inc., First Union, WLR Foods, Kinney Shoe Corporation, Carilion Health System, and numerous other profit and not-for-profit organizations.

Gerald L. Manning Des Moines Area Community College

Mr. Manning has served as chair of the Marketing/Management Department for more than 30 years. In addition to his administrative duties, he has served as lead instructor in sales and sales management. The classroom has provided him with an opportunity to study the merits of various experiential learning approaches such as role-plays, simulations, games, and interactive demonstrations. Partnership Selling: A Role Play/Simulation for Selling Today, included in the eighth edition of Selling Today, was developed and tested in the classroom by Mr. Manning. He has also applied numerous personal selling principles and practices in the real world as owner of a real estate development and management company.

Mr. Manning has served as a sales and marketing consultant to senior management and owners of over 500 businesses, including several national companies. He appears regularly as a speaker at national sales conferences. Mr. Manning has received the "Outstanding Instructor of the Year" award given annually by his college.

Keeping Current in a Changing World

Throughout the past decade, Professors Manning and Reece have relied on three strategies to keep current in the dynamic field of personal selling. First, both are actively involved in sales training and consulting. Frequent interaction with salespeople and sales managers provides valuable insights regarding contemporary issues and developments in the field of personal selling. A second major strategy involves extensive research and development activities. The major focus of these activities has been factors that contribute to high-performance salespeople. The third major strategy involves completion of training and development programs offered by America's most respected sales training companies. Professors Manning and Reece have completed seminars and workshops offered by Learning International, Wilson Learning Corporation, Forum Corporation, Franklin Covey, and several other companies.

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Descripci�n de la librer�a

Goodwill Southern California - We are a 501(c)(3) nonprofit organization whose mission is to help transform lives through the power of work. Goodwill Southern California serves individuals with disabilities or other vocational disadvantages and local businesses seeking qualified employees by providing education, skills training, work experience and job placement. In addition to our retail stores located throughout Southern California and in the Inland Empire, we also provide jobs and services such as secure shredding, e-recycling (computers and electronics), packaging and assembling, post retail recycling, etc. If you would like to know more about our company, our services, partnership opportunities or to make a donation, please either visit our website goodwillsocal.org, or contact us at our toll-free number, 1 (888) 4 GOODWILL. Thank you for your support of our mission to help others.

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Informaci�n empresarial del vendedor

Goodwill Industries of Southern California
342 N San Fernando Rd, Los Angeles, CA, 90031, U.S.A.

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Condiciones de venta

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Si es un consumidor, puede rescindir el contrato de acuerdo con lo siguiente. Por consumidor se entiende cualquier persona f�sica que act�e con fines ajenos a su actividad comercial, empresarial, oficio o profesi�n.

Informaci�n sobre el derecho de desistimiento

Derecho legal de desistimiento

Tiene derecho a rescindir este contrato en un plazo de 14 d�as sin dar ning�n motivo.

El periodo de desistimiento vencer� a los 14 d�as desde que usted, o un tercero que no sea el transportista e indicado por usted, adquiera la posesi�n f�sica del �ltimo bien o del �ltimo lote o pieza.

Para ejercer el derecho de desistimiento, complete de forma electr�nica y env�e una declaraci�n clara en nuestro sitio web, desde "Mis compras" en "Mi cuenta". Le enviaremos sin demora un acuse de recibo de dicho desistimiento a trav�s de un soporte duradero (por ejemplo, por correo electr�nico).

Para cumplir con el plazo de desistimiento, basta con que env�e su comunicaci�n relativa al ejercicio del derecho de desistimiento antes de que venza el periodo de desistimiento.

Efectos del desistimiento

Si rescinde este contrato, le reembolsaremos todos los pagos que hayamos recibido de usted, incluidos los gastos de env�o (excepto los gastos adicionales que surjan si elige un tipo de env�o que no sea el tipo de env�o est�ndar m�s econ�mico que ofrecemos).

Podemos hacer una deducci�n del reembolso por la p�rdida de valor de cualquier bien suministrado, si la p�rdida es el resultado de una manipulaci�n innecesaria por su parte.

Efectuaremos el reembolso sin demoras indebidas y, a m�s tardar, 14 d�as despu�s de que se nos informe de su decisi�n de rescindir este contrato.

Efectuaremos el reembolso utilizando el mismo medio de pago que utiliz� para la transacci�n inicial, a menos que haya acordado expresamente lo contrario; en cualquier caso, no incurrir� en ning�n cargo como resultado de dicho reembolso.

Podremos retener el reembolso hasta que hayamos recibido los bienes o hasta que nos haya presentado una prueba de que los ha devuelto, lo que ocurra primero.

Deber� devolver los bienes o entregarlos a Goodwill Southern California, Los Angeles, California, U.S.A., sin demoras indebidas y, en cualquier caso, en un plazo m�ximo de 14 d�as a partir del d�a en que nos comunique su desistimiento del presente contrato. El plazo se cumple si devuelve la mercanc�a antes de que venza el periodo de 14 d�as. Tendr� que asumir los gastos directos de devoluci�n de los bienes. Usted solo es responsable de la disminuci�n del valor de los bienes como resultado de una manipulaci�n distinta a la necesaria para establecer la naturaleza, las caracter�sticas y el funcionamiento de los bienes.

Excepciones al derecho de desistimiento

El derecho de desistimiento no se aplica a lo siguiente:

La entrega de peri�dicos, diarios o revistas, con la excepci�n de los contratos de suscripci�n; y
El suministro de contenido digital que no se proporcione en un soporte tangible (por ejemplo, en un CD o DVD) si, al hacer el pedido, acept� que pod�amos empezar a entregarlo y que no podr�a desistir una vez iniciada la entrega.

Condiciones de env�o

Tarifas de env�o en Estados Unidos de America

Tarifas de env�o en Estados Unidos de America
Cantidad del pedido	De 5 a 14 d�as h�biles	De 3 a 6 d�as h�biles
Primer art�culo	EUR 2.60	EUR 5.64

Los plazos de entrega los establecen los vendedores y var�an seg�n el transportista y la ubicaci�n. Los pedidos que pasan por la aduana pueden sufrir retrasos y los compradores son responsables de los aranceles o tarifas asociadas. Los vendedores pueden ponerse en contacto con usted en relaci�n con cargos adicionales para cubrir cualquier aumento en los costes de env�o de los art�culos.