Sell
Author:   Thomas N. Ingram
Publisher:   Cengage Learning, Inc
Edition:   2nd Revised edition
ISBN:  

9781111528232


Pages:   352
Publication Date:   02 February 2011
Format:   Mixed media product
Availability:   Awaiting stock   Availability explained


Our Price $187.31 Quantity:  
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Overview

Created through a 'student-tested, faculty-approved' review process with over 100 students and faculty, SELL2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. SELL 2 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

Full Product Details

Author:   Thomas N. Ingram
Publisher:   Cengage Learning, Inc
Imprint:   South-Western College Publishing
Edition:   2nd Revised edition
Dimensions:   Width: 18.90cm , Height: 2.00cm , Length: 24.60cm
Weight:   0.757kg
ISBN:  

9781111528232


ISBN 10:   1111528233
Pages:   352
Publication Date:   02 February 2011
Audience:   College/higher education ,  Tertiary & Higher Education
Format:   Mixed media product
Publisher's Status:   Out of Print
Availability:   Awaiting stock   Availability explained

Table of Contents

1. Overview of Personal Selling. Online Appendix 1: Sales Careers. 2. Building the Trust and Sales Ethics. 3. Understanding Buyers. 4. Communication Skills. 5. Strategic Prospecting and Preparing for Sales Dialog. 6. Planning Sales Dialog and Presentations. 7. Sales Dialog: 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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