TY  - BOOK
AU  - Ingram,Thomas N.
AU  - LaForge,Raymond W.
AU  - Avila,Ramon a
AU  - Schwepker,Charles H.
AU  - Williams,Michael R.
TI  - Sell
SN  - 1285164725
AV  - HF5438.25 .S436 2015
U1  - 658.85 23
PY  - 2015///]
CY  - Stamford, CT
PB  - Cengage Learning
KW  - Selling
N1  - 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
N2  - "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."--
ER  -