(Original PDF) SELL 5th Edition by Thomas N. Ingram – Digital Ebook – Instant Delivery Download
Product details:
- ISBN-10 : 1305662083
- ISBN-13 : 978-1305662087
- Author: Michael R. Williams, Ramon A. Avila, Thomas N. Ingram, Charles H. Schwepker, Raymond (Buddy) w. LaForge
Table contents:
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.
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