Ingram Thomas N.,
Professional selling / Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, and Charles H. Schwepker. - 5th edition ; Philippine edition. - Pasig City, Philippines : Cengage Learning Asia Pte Ltd (Philippine Branch), c2012. - 289 pages : illustrations (black and white) ; 25 cm.
Includes index.
Contents: 1. Overview of personal selling — 2. Building trust and sales ethics — 3. Understanding buyers — 4. Communication skills — 5. Strategic prospecting and preparing for sales dialogue — 6. Planning sales dialogues and presentations — 7. Sale dialogue: creating and communicating value — 8. Addressing concerns and earning commitment — 9. Expanding customer relationships — 10. Adding value: self-leadership and teamwork — 11. Sales management and sales 2.0.
Adult
Text in English
9789814416535 [newsprint]
Professional--Selling.
Professional selling / Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, and Charles H. Schwepker. - 5th edition ; Philippine edition. - Pasig City, Philippines : Cengage Learning Asia Pte Ltd (Philippine Branch), c2012. - 289 pages : illustrations (black and white) ; 25 cm.
Includes index.
Contents: 1. Overview of personal selling — 2. Building trust and sales ethics — 3. Understanding buyers — 4. Communication skills — 5. Strategic prospecting and preparing for sales dialogue — 6. Planning sales dialogues and presentations — 7. Sale dialogue: creating and communicating value — 8. Addressing concerns and earning commitment — 9. Expanding customer relationships — 10. Adding value: self-leadership and teamwork — 11. Sales management and sales 2.0.
Adult
Text in English
9789814416535 [newsprint]
Professional--Selling.