Professional selling / Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila and Charles H. Schwepker
Material type:
TextPublication details: Singapore : Cengage Learning Asia Pte Ltd, c2012Edition: Fifth Edition / Philippine EditionDescription: 296 pages : illustrations ; 26 cmISBN: - 9789814416535
- HF 5438.25 .P76 2012
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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 |
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| GC HF 5438.25 .B97 1992 Selling : principles and practices / | GC HF 5438.25 .H5 1993 Selling and sales management / | GC HF 5438.25 .M56 2015 Selling above and below the line : convince the C-suite win over management secure the sale / | GC HF 5438.25 .P76 2012 c.1 Professional selling / | GC HF 5438.25 .P76 2012 c.2 Professional selling / | GC HF 5438.25 .W29 2016 Sales management : simplified / | GC HF 5438.25 .W35 2013 The Customer centric selling : field guide to prospecting and business development / |
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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