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Sell / Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams.

By: Contributor(s): Material type: TextTextPublisher: Stamford, CT : Cengage Learning, [2015]Copyright date: ©2015Edition: 4th editionDescription: viii, 280 pages : illustrations ; 28 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 1285164725
  • 9781285164724
Other title:
  • Sell4
Subject(s): DDC classification:
  • 658.85 23
LOC classification:
  • HF5438.25 .S436 2015
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 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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