Sell /
Ingram, Thomas N.,
Sell / Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams and Kirby L.J. Shannahan - 1st Canadian edition. - ix, 296 pages : colored illustrations
Includes bibliographical references and index.
1. Overview of personal selling -- 2. Building the trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: creating and communicating value -- 8. Addressing concerns and earning commitment -- 9. Expanding customer relationships -- 10. Adding value: self-leadership and t teamwork -- 11. Sales management and sales 2.0.
"SELL 4 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations."--
9780176504366 0176504362
2013942443
Selling.
HF 5438.25 / .S49 2013
Sell / Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams and Kirby L.J. Shannahan - 1st Canadian edition. - ix, 296 pages : colored illustrations
Includes bibliographical references and index.
1. Overview of personal selling -- 2. Building the trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: creating and communicating value -- 8. Addressing concerns and earning commitment -- 9. Expanding customer relationships -- 10. Adding value: self-leadership and t teamwork -- 11. Sales management and sales 2.0.
"SELL 4 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations."--
9780176504366 0176504362
2013942443
Selling.
HF 5438.25 / .S49 2013