The Reafð¬¡êate Sales Handbook has been part of the educational publishing program of the REALToRS²·ÆÇTIoML MAR|Ö¤TIHQ IH S£¬rI£® T¡£UTE@for the Iast thjrd of a century£®Distribution of almost one million copies has been made through its previous eight editions, and the Handbook has become an essentiaI tooI for both new and experienced real estate salespeople£® This rererence book will not solve salespeople¡¯S problems but can help them when they have problems to solve£®Any mention of Iocal and state Iaws and methods of operation mentioned in this Hand£® book refer only to specific instances and£¯or sources cited and does not apply generally£®Readers are advised to check policy and pro£® cedureS£¬forms and contracts against whatever regulations apply in their company£¬municipality and state and to keep informed of changes in the laws at all levels£® Among the changes ln society jn the United States in the Iast quarter of the twentieth century,two notable ones are the profeS£® sionalism in the teaI estate industry and the sophistication of the consumer and business public£®Both demand of real estate sales£® people the fuIlest knowledge obtainable and a reaI dedication to serving the public£®Continuing education in their chosen profession iS available through print and audio-visuaI materials and atten£® dance at courses Offered by Iocal£¬State and nationaI re(3I estate or£® ganizaUons£®Real estate salespeople who avail themselves of these educational opportunities wilI be better equipped to render the kinds and quailty of service both buyers and sellers have come to expect£® The Institute wishes to acknowledge with gratitude the contribution made to this ninth edition by Marketing Institute members John Clements£¬Mesa,Arizona£»David Doeleman,Pbrtland£®Oregon£» James DuVaL Albuquerque,New Mexico£»Le Roy Houser,Chester£® fIeId£¬Virginia£»MeI Johnson£¬Fort Collins,Colorado£»Joseph Ken£® nedy£¬Stamford£¬Connecticut£»Carmen Kerrigan,Glendale Heights, IIlinois£»David Knox,Stamford,Connecticut£»John Lane,Chicago, lIlinois£»Mark Miscevic Las Vegas,Nevada£»Kenneth Reyhons,Colo£® rado Springs,Colorado£»Nancy Taylor,TuIsa,Oklahoma£»Jerry Thompson£¬Denver,Colorado£»Barbara Wagner,Oak Brook,Iilinois£» Robert Wolff,F0rt Collins,Colorado£®
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