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: self-management, understanding buyer behaviour, various aspects of the sales call, different types of selling situations, telephone selling, legal and ethical aspects of selling and career management. Case studies allow the reader to apply concepts in real-world situations. The book is illustrated and contains chapter objectives, questions and exercises.

Selling: The Personal Force in Marketing

Business & Money

JACKSON, Donald

CUNNINGHAM ISABELLA C

Cunningham, William H.

Management & Leadership

John Wiley&Sons

Book by Cunningham, William Hughes

Introduction to Business (GC-Principles of Management)

South-Western Educational Publishing

This book should be of interest to degree and diploma students taking introductory courses in marketing.

Marketing: A Managerial Approach

South-Western Pub.

Study Guide to Accompany Marketing: A Managerial Approach

Book by Cunningham, William H., Aldag, Ramon J., Stone, Mary S.

Business in a Changing World

Aldag, Ramon J.

Stone, Mary S.

This engaging memoir details Bill Cunningham’s seven years as president of the University of Texas at Austin and his eight years as chancellor of the UT System. Along the way, he relates accounts of the important issues UT faced during that time, including fraternity hazing, affirmative action, the demise of the Southwest Conference and the creation of the Big 12, apartheid and divestment protests, the future of higher education in Texas, and many other issues.
The Texas Way outlines how money, power, politics, and ambition all play roles in the business of running the state’s premier university system, particularly in its relations with the state government. As president and then as chancellor, Cunningham dealt with conflict from all sides of the political spectrum, always striving to protect the university’s interests.
Bill Cunningham was at the center of many important issues during the fifteen years he served as president and chancellor. The Dolph Briscoe Center for American History at the University of Texas at Austin is pleased to publish Cunningham’s detailed and insightful memoir, which serves as a reminder of how these issues continue to resonate and affect higher education in Texas.

The Texas Way: Money, Power, Politics, and Ambition at The University

Biographies & Memoirs

Jones, Monty

Professionals & Academics

Briscoe Ctr for Amer History UT-Austin

What if you knew the most important economic data in the world was being manipulated? How much money could you make . . . and how long would you live? When a disgraced former top Wall Street strategist starts to suspect the U.S. economic data is being manipulated to influence the Presidential election, he knows no one is going to listen to him. But when several people show up dead, a provocative reporter, who happens to be his ex-fiancée, takes notice. As they uncover a web of secrets, lies, and corruption, they are forced to choose between ambition, loyalty, and love to save their lives . . . and the global economy. Set in the aftermath of the financial crisis, The Strategist is a fast paced, plot twisting thriller straight from today's headlines by a former Wall Street insider. But could it be real? Read the recent news reports of an investigation into the government's handling of the employment data leading up to the 2012 Presidential election and decide for yourself!

The Strategist

Mystery, Thriller & Suspense

Thrillers & Suspense

Creative Content Corporation

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Books by Cunningham, William H.