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