SELL 4 (with CourseMate Printed Access Card) / Edition 4

SELL 4 (with CourseMate Printed Access Card) / Edition 4

by Thomas N. Ingram
     
 


Created through a "student-tested, faculty-approved" review process with more than 200 students and faculty, SELL 4 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 4 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative… See more details below

Overview


Created through a "student-tested, faculty-approved" review process with more than 200 students and faculty, SELL 4 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. 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.

Product Details

ISBN-13:
9781285164724
Publisher:
Cengage Learning
Publication date:
01/01/2014
Series:
New, Engaging Titles from 4LTR Press
Edition description:
Student
Pages:
288
Sales rank:
66,341
Product dimensions:
14.10(w) x 11.20(h) x 0.80(d)

Table of Contents


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 Dialog. 6. Planning Sales Dialog and Presentations. 7. Sales Dialog: Creating and Communicating Value. 8. Addressing Concerns and Earning Commitment. 9. Expanding Customer Relationships. 10. Adding Value: Self-Leadership and Teamwork. 11. Sales Management and Sales 2.0.

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