SELL 3rd Edition Ingram Test Bank

SELL 3rd Edition Ingram Test Bank

Product details:

• ISBN-10 ‏ : ‎ 0176916016
• ISBN-13 ‏ : ‎ 978-0176916015
• Author: Thomas N. Ingram

SELL from 4LTR Press is created through a “student-tested, faculty-approved” review process with hundreds of students and faculty, creating an engaging and accessible solution to accommodate the diverse lifestyles of today’s learners. SELL provides complete and efficient coverage of contemporary professional selling concepts. Focusing on trust-based selling, the text reflects the authors’ extensive experience, leading sales educators and sales managers, trainers, and consultants for major corporations. This edition has been endorsed by the Canadian Professional Sales Association (CPSA).

Table contents:

Preface
About the Authors

Chapter 1: Overview of Personal Selling
Chapter 2: Building Trust and Sales Ethics: Developing Trust and Mutual Respect with Clients
Chapter 3: Understanding Buyers
Chapter 4: Communication Skills
Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue
Chapter 6: Planning Sales Dialogues and Presentations
Chapter 7: Sales Dialogue: Creating and Communicating Value
Chapter 8: Addressing Concerns and Earning Commitment
Chapter 9: Expanding Customer Relationships
Chapter 10: Adding Value: Self-Leadership and Teamwork

Endnotes
Index

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