SELL Canadian 2nd Edition Ingram Test Bank

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SELL Canadian 2nd Edition Ingram Test Bank.

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Author:  Thomas N. 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 authors’ extensive experience as leading sales educators and as sales managers, trainers, and consultants with major corporations.

Table of Content:

  1. 1 Overview of Personal Selling
  2. 2 Building Trust and Sales Ethics
  3. 3 Understanding Buyers
  4. 4 Communication Skills
  5. 5 Strategic Prospecting and Preparing for Sales Dialogue
  6. 6 Planning Sales Dialogues and Presentations
  7. 7 Sales Dialogue
  8. 8 Addressing Concerns and Earning Commitment
  9. 9 Expanding Customer Relationships
  10. 10 Adding Value
  11. 11 Sales Management and Sales 2.0

 

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