×

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

For a better shopping experience, please upgrade now.

SELL (with Bind-In Printed Access Card) / Edition 2
     

SELL (with Bind-In Printed Access Card) / Edition 2

by Thomas N. Ingram, Ramon A. Avila, Raymond W. LaForge, Charles H. Schwepker Jr., Michael R. Williams
 

See All Formats & Editions

ISBN-10: 1111528233

ISBN-13: 9781111528232

Pub. Date: 02/02/2011

Publisher: Cengage Learning


Created through a "student-tested, faculty-approved" review process with over 100 students and faculty, SELL 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 2 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative

Overview


Created through a "student-tested, faculty-approved" review process with over 100 students and faculty, SELL 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 2 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:
9781111528232
Publisher:
Cengage Learning
Publication date:
02/02/2011
Pages:
352
Product dimensions:
8.40(w) x 10.80(h) x 0.60(d)

Table of Contents


1. Overview of Personal Selling. Online Appendix 1: Sales Careers. 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.

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews