SELL - Softcover

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

Softcover

ISBN 10: 113318832X ISBN 13: 9781133188322

Publisher: South-Western Pub, 2012

Synopsis

Created through a "student-tested, faculty-approved" review process with over 200 students and faculty, SELL 3 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 3 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.

About this title

Review:

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.

About this edition

• Publisher: South-Western Pub
• Publication date: 2012
• ISBN 10: 113318832X
• ISBN 13: 9781133188322
• Binding: Paperback
• Number of pages: 291