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Sell / Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams and Kirby L.J. Shannahan

By: Contributor(s): Material type: TextTextPublisher: Toronto, Ontario : Nelson education, 2013Edition: 1st Canadian editionDescription: ix, 296 pages : colored illustrationsISBN:
  • 9780176504366
  • 0176504362
Subject(s): LOC classification:
  • HF 5438.25 .S49 2013
Contents:
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.
Summary: "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."-- Provided by publisher.
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Holdings
Item type Current library Call number Status Date due Barcode
Loan Margaret Thatcher Library First Floor HF 5438.25 .S49 2013 (Browse shelf(Opens below)) Checked out 07/11/2025 23016949

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."-- Provided by publisher.

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Copyright @ The Margaret Thatcher Library August 2023
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