000			02134cam a2200397 i 4500
001			17770250
003			OSt
005			20210416154933.0
008			130610s2015 ctua b 001 0 eng d
010			_a 2013942443
020			_a9780176504366
020			_a0176504362
035			_a(OCoLC)ocn885248047
040			_aVVX _beng _cVVX _erda _dOCLCF _dOCLCQ _dOG$ _dI8M _dZ5A _dOCLCQ _dDLC
042			_alccopycat
050	0	0	_aHF 5438.25 _b.S49 2013
100	1		_aIngram, Thomas N., _eauthor.
245	1	0	_aSell / _cThomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams and Kirby L.J. Shannahan
250			_a1st Canadian edition.
264		1	_aToronto, Ontario : _bNelson education, _c2013
300			_aix, 296 pages : _bcolored illustrations
504			_aIncludes bibliographical references and index.
505	0		_a1. 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.
520			_a"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."-- _cProvided by publisher.
650		0	_aSelling.
700	1		_aLaForge, Raymond W.
700	1		_aAvila, Ramon a.
700	1		_aSchwepker, Charles H.
700	1		_aWilliams, Michael R.
700			_aShannahan, Kirby L.J. _911629
906			_a7 _bcbc _ccopycat _d2 _encip _f20 _gy-gencatlg
942			_2lcc _cBK
999			_c45163 _d45163