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Professional selling / Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila and Charles H. Schwepker

By: Contributor(s): Material type: TextTextPublication details: Singapore : Cengage Learning Asia Pte Ltd, c2012Edition: Fifth Edition / Philippine EditionDescription: 296 pages : illustrations ; 26 cmISBN:
  • 9789814416535
Subject(s): LOC classification:
  • HF 5438.25 .P76 2012
Contents:
1. Overview of personal selling -- 2. Building trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: 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
Item type: Books
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Holdings
Item type Current library Home library Collection Call number Copy number Status Date due Barcode
Books Books National University - Manila LRC - Annex II General Circulation Gen. Ed. - CBA GC HF 5438.25 .P76 2012 c.1 (Browse shelf(Opens below)) c.1 Available NULIB000001792

Includes index.

1. Overview of personal selling -- 2. Building trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: 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

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