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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