SELL 5th Edition Ingram Solutions Manual
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SELL 5th Edition Ingram Solutions Manual
Product details:
- ISBN-10 : 1305662083
- ISBN-13 : 978-1305662087
- Author: Michael R. Williams, Ramon A. Avila, Thomas N. Ingram, Charles H. Schwepker, Raymond (Buddy) w. LaForge
1. Overview of Personal Selling.
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.
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