×

Uh-oh, it looks like your Internet Explorer is out of date.

For a better shopping experience, please upgrade now.

Professional Selling / Edition 1
     

Professional Selling / Edition 1

by Thomas N. Ingram
 

ISBN-10: 0030267013

ISBN-13: 9780030267017

Pub. Date: 08/02/2000

Publisher: South-Western

Professional Selling's chapters can be mixed and matched with Sales Management chapters from Ingram's Sales Management, Fourth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Overview

Professional Selling's chapters can be mixed and matched with Sales Management chapters from Ingram's Sales Management, Fourth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Product Details

ISBN-13:
9780030267017
Publisher:
South-Western
Publication date:
08/02/2000
Series:
Marketing Ser.
Edition description:
Older Edition
Pages:
312
Product dimensions:
8.57(w) x 10.94(h) x 0.48(d)

Related Subjects

Table of Contents

Preface ix
Overview of Personal Selling
1(22)
Understanding Buyers
23(32)
Building Trust
55(28)
Communication Skills
83(34)
Self-Leadership and Teamwork Skills
117(32)
Strategic Selling Process
149(26)
Initiating the Relationship
175(36)
Appendix 7 Communication Styles
201(10)
Developing the Relationship
211(32)
Expanding Customer Relationships
243(24)
Notes 267(4)
Credits 271(2)
Company Index 273(2)
Name Index 275(2)
Subject Index 277

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews