Sell / Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams.
Material type: TextPublisher: Stamford, CT : Cengage Learning, [2015]Copyright date: ©2015Edition: 4th editionDescription: viii, 280 pages : illustrations ; 28 cmContent type:- text
- unmediated
- volume
- 1285164725
- 9781285164724
- Sell4
- 658.85 23
- HF5438.25 .S436 2015
Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
---|---|---|---|---|---|---|---|
Book | City Campus City Campus Main Collection | 658.85 ING (Browse shelf(Opens below)) | 0 | Available | A558152B | ||
Book | City Campus City Campus Main Collection | 658.85 ING (Browse shelf(Opens below)) | 1 | Available | A558149B | ||
Book | City Campus City Campus Main Collection | 658.85 ING (Browse shelf(Opens below)) | 1 | Available | A558153B |
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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