000 | 02661cam a2200505 i 4500 | ||
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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 _cVVX _dOCLCF _dOCLCQ _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] |
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264 | 4 | _c©2015 | |
300 |
_aviii, 280 pages : _billustrations ; _c28 cm |
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336 |
_atext _btxt _2rdacontent |
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337 |
_aunmediated _bn _2rdamedia |
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338 |
_avolume _bnc _2rdacarrier |
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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. |
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650 | 0 |
_aSelling. _9323810 |
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700 | 1 |
_aLaForge, Raymond W., _eauthor. _9237205 |
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700 | 1 |
_aAvila, Ramon a, _eauthor. |
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700 | 1 |
_aSchwepker, Charles H., _eauthor. |
|
700 | 1 |
_aWilliams, Michael R., _eauthor. _9271965 |
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907 |
_a.b13548050 _b06-09-21 _c28-10-15 |
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