Quotation: It's not only what you sell It's the way that you sell it

Abstract

Industry's salesmen are criticised by their institute chief for a slap‐happy approach to the vital task of preparing the formal written offer of sale to would‐be customers. John Fenton, director general of the Institute of Sales Management, tells Bob Crew that the conventional way of wording a Quotation — far from securing an order—is likely to put the customer off.

Citation

(1979), "Quotation: It's not only what you sell It's the way that you sell it", Industrial Management, Vol. 79 No. 10, pp. 30-31. https://doi.org/10.1108/eb056999