Sell 6 : trust-based professional selling /
Sell five
Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams.
- Student edition.
- 1 volume (various paging) : illustrations (chiefly color) ; 28 cm + 1 Internet access card
Cover title.
Includes bibliographical references (pages 244-246) and index.
Overview of personal selling -- Building trust and sales ethics -- Understanding buyers -- Communication skills -- Strategic prospecting and preparing for sales dialogue -- Planning sales dialogues and presentations -- Sales dialogue : creating and communicating value -- Addressing concerns and earning commitment -- Expanding customer relationships -- Adding value : self-leadership and teamwork.