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

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

ISBN 10: 113318832X / ISBN 13: 9781133188322

Published by Cengage Learning, 2012

About this Item

Very Good condition.Crisp pages. Clean cover and pages. Book shows minimal shelf wear. No highlighting/marking. Not Satisfied? Contact us to get a refund. Seller Inventory # AUS-22_1_170

Bibliographic Details

Title: SELL (with CourseMate Printed Access Card) (...

Publisher: Cengage Learning

Publication Date: 2012

Binding: paperback

Condition: UsedVeryGood

Edition: 3rd Edition

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.