Ingram, Thomas N., <br/><br/>
Sell / 
 Sell4 
Thomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams. 
 - 4th edition. 
 - viii, 280 pages :  illustrations ;  28 cm 
<br/><br/>Includes bibliographical references and index. 
<br/><br/>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. 
<br/><br/> "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."-- 
<br/><br/><label>ISBN: </label>1285164725 9781285164724 
<br/><br/><label>LCCN: </label>2013942443 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>LC Class. No.: </label>HF5438.25  / .S436 2015 
<br/><br/><label>Dewey Class. No.: </label>658.85