SELL 1st Edition Ingram Test Bank
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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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