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Bibliographic Details

Title: Professional Selling: A Trust-Based Approach
Publisher: South-Western College Pub (edition 3)
Publication Date: 2005
Language: English
ISBN 10: 0324321031
ISBN 13: 9780324321036
Binding: Paperback
Edition: 3.
Condition: Very Good

About this title

Synopsis

PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling s chapters can be mixed and matched with sales management chapters from Ingram s SALES MANAGEMENT, SIXTH 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.

Synopsis

Emphasizing collaborative interaction and communication between buying and selling organizations, this textbook describes techniques for understanding and approaching customers, planning a sales presentation, addressing the customer's concerns and objections, and closing the deal. The third edition adds active learning-based exercises and expands t

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AZ Texts LLC
228 Park Ave S Suite 38827, New York, NY, 10003, U.S.A.

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