TY  - BOOK
AU  - Ingram, Thomas N.
AU  - LaForge, Raymond W.; Avila, Ramon A.;Schwepker, Charles H.
TI  - Professional selling
SN  - 9789814416535
AV  - HF 5438.25 .P76 2012  
PY  - 2012///
CY  - Singapore
PB  - Cengage Learning Asia Pte Ltd
KW  - SELLING
N1  - 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
ER  -