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Professional selling : a trust-based approach

Author: Thomas N Ingram
Publisher: Mason, OH : Thomson/South-Western, ©2008.
Edition/Format:   Print book : English : 4th edView all editions and formats
Summary:

Arranged into ten modules, this book blends research results with professional selling practices. It uses real-world examples to illustrate the diversity and complexity of professional selling. It  Read more...

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Document Type: Book
All Authors / Contributors: Thomas N Ingram
ISBN: 9780324538090 032453809X
OCLC Number: 133167333
Notes: Includes index.
Description: xviii, 432 pages : illustrations, maps ; 28 cm
Contents: Module 1: Overview of Personal Selling. Appendix 1: Sales Careers. Part 1: THE FOUNDATIONS OF PROFESSIONAL SELLING. Module 2: Building the Trust and Sales Ethics. Module 3: Understanding Buyers. Module 4: Communication Skills. Part 2: INITIATING CUSTOMER RELATIONSHIPS. Module 5: Prospecting and Preapproach. Module 6: Planning the Presentation and Approaching the Customer. Part 3: DEVELOPING CUSTOMER RELATIONSHIPS. Module 7: Sales Presentation Delivery. Module 8: Addressing Concerns and Earning Commitment. Part 4: ENHANCING CUSTOMER RELATIONSHIPS. Module 9: Adding Value: Follow-Up. Module 10: Adding Value: Self-Leadership and Teamwork. Experiential Exercises. Glossary. Notes. Index.
Responsibility: Thomas N. Ingram [and others].

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