SELL (with CourseMate Printed Access Card) (Engaging 4LTR Press Titles in Marketing)

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

ISBN 10: 113318832X / ISBN 13: 9781133188322

Published by Cengage Learning, 2012

About this Item

Readable copy. Pages may have considerable notes/highlighting. ~ ThriftBooks: Read More, Spend Less 1.85.

Seller Inventory # G113318832XI5N00

Bibliographic Details

• Title: SELL (with CourseMate Printed Access Card) (Engaging 4LTR Press Titles in Marketing)
• Publisher: Cengage Learning
• Publication Date: 2012
• Language: English
• ISBN 10: 113318832X
• ISBN 13: 9781133188322
• Binding: Paperback
• Edition: 3rd Edition
• Condition: Fair
• Dust Jacket Condition: No Jacket

About this title

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.

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.