| 000 | 01266nam a2200241Ia 4500 | ||
|---|---|---|---|
| 003 | NULRC | ||
| 005 | 20250520100716.0 | ||
| 008 | 250520s9999 xx 000 0 und d | ||
| 020 | _a9789814416535 | ||
| 040 | _cNULRC | ||
| 050 | _aHF 5438.25 .P76 2012 | ||
| 100 |
_aIngram, Thomas N. _eauthor |
||
| 245 | 0 |
_aProfessional selling / _cThomas N. Ingram, Raymond W. LaForge, Ramon A. Avila and Charles H. Schwepker |
|
| 250 | _aFifth Edition / Philippine Edition | ||
| 260 |
_aSingapore : _bCengage Learning Asia Pte Ltd, _cc2012 |
||
| 300 |
_a296 pages : _billustrations ; _c26 cm. |
||
| 365 | _bPHP458 | ||
| 504 | _aIncludes index. | ||
| 505 | _a1. 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 | ||
| 650 | _aSELLING | ||
| 700 |
_aLaForge, Raymond W.; Avila, Ramon A.;Schwepker, Charles H. _eco-author;co-author;co-author |
||
| 942 |
_2lcc _cBK |
||
| 999 |
_c12062 _d12062 |
||