Ingram, Thomas N. <br/><br/>
Professional selling / 
Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila and Charles H. Schwepker 
 - Fifth Edition / Philippine Edition 
 - Singapore :  Cengage Learning Asia Pte Ltd,  c2012 
 - 296 pages :  illustrations ;  26 cm. 
<br/><br/>Includes index. 
<br/><br/>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 
<br/><br/><label>ISBN: </label>9789814416535 
<br/><br/><label>Subjects--Topical Terms: </label><br/>SELLING
<br/><br/><label>LC Class. No.: </label>HF 5438.25 .P76 2012