SELL 1st Edition Ingram Test Bank

SELL 1st Edition Ingram Test Bank

Product details:

• ISBN-10 ‏ : ‎ 9780176504366
• ISBN-13 ‏ : ‎ 978-0176504366
• Author: Thomas Ingram

Created through a “student-tested, faculty-approved” review process, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today’s learners at a value-based price. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Focusing on trust-based selling, the text reflects the author’s extensive experience as leading sales educators and as sales managers, trainers, and consultants with major corporations.

Table contents:

Ch 1: Overview of Personal Selling

Ch 2: Building Trust and Sales Ethics
Introduction

Ch 3: Understanding Buyers

Ch 4: Communication Skills

Ch 5: Strategic Prospecting and Preparing for Sales Dialogue

Ch 7: Sales Dialogue: Creating and Communicating Value

Ch 8: Addressing Concerns and Earning Commitment

Ch 9: Expanding Customer Relationships

Ch 10: Adding Value: Self-Leadership and Teamwork

Ch 11: Sales Management and Sales 2.0

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