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Professional Selling: A Trust-Based Approach / Edition 2
     

Professional Selling: A Trust-Based Approach / Edition 2

by Thomas N. Ingram
 

ISBN-10: 0324191111

ISBN-13: 9780324191110

Pub. Date: 04/08/2003

Publisher: Cengage Learning

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:
9780324191110
Publisher:
Cengage Learning
Publication date:
04/08/2003
Edition description:
Older Edition
Pages:
352
Product dimensions:
8.56(w) x 10.72(h) x 0.53(d)

Related Subjects

Table of Contents

Module One: Overview of Personal Selling. Module Two: Understanding Buyers. Module Three: Building Trust. Module Four: Communication Skills. Module Five: Self-Leadership and Teamwork Skills. Module Six: Strategic Selling Process. Module Seven: Initiating the Relationship. Module Eight: Developing the Relationship. Module Nine: Expanding Customer Relationships.

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