000 02661cam a2200505 i 4500
003 OCoLC
005 20221102155501.0
008 140805s2015 ctua b 001 0 eng d
010 _a 2013942443
011 _aMARC Score : 11150(24100) : OK
011 _aDirect Search Result
011 _aBIB MATCHES WORLDCAT
020 _a1285164725
020 _a9781285164724
035 _a(ATU)b13548050
035 _a(OCoLC)885248047
040 _aVVX
_beng
_erda
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_dOG$
_dATU
050 4 _aHF5438.25
_b.S436 2015
082 0 4 _a658.85
_223
099 _a658.85 ING
100 1 _aIngram, Thomas N.,
_eauthor.
_9831132
245 1 0 _aSell /
_cThomas Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Jr., Michael R. Williams.
246 0 1 _aSell4
250 _a4th edition.
264 1 _aStamford, CT :
_bCengage Learning,
_c[2015]
264 4 _c©2015
300 _aviii, 280 pages :
_billustrations ;
_c28 cm
336 _atext
_btxt
_2rdacontent
337 _aunmediated
_bn
_2rdamedia
338 _avolume
_bnc
_2rdacarrier
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.
_9323810
700 1 _aLaForge, Raymond W.,
_eauthor.
_9237205
700 1 _aAvila, Ramon a,
_eauthor.
700 1 _aSchwepker, Charles H.,
_eauthor.
700 1 _aWilliams, Michael R.,
_eauthor.
_9271965
907 _a.b13548050
_b06-09-21
_c28-10-15
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