(Original PDF) SELL 5th Edition by Thomas N. Ingram

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ISBN-10 ‏ : ‎ 1305662083
ISBN-13 ‏ : ‎ 978-1305662087
Author: Michael R. Williams, Ramon A. Avila, Thomas N. Ingram, Charles H. Schwepker, Raymond (Buddy) w. LaForge

Created through a “student-tested, faculty-approved” review process with over 100 students and faculty, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today’s learners. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

Table contents:

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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(Original PDF) SELL 5th Edition by Thomas N. Ingram

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