Professional selling / Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, and Charles H. Schwepker.
Material type:
TextPublisher: Pasig City, Philippines : Cengage Learning Asia Pte Ltd (Philippine Branch), c2012Edition: 5th edition ; Philippine editionDescription: 289 pages : illustrations (black and white) ; 25 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9789814416535 [newsprint]Subject(s): Professional -- Selling| Item type | Current location | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|
Subject Reference
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College Library Subject Reference | 658.85 In47 2012 (Browse shelf) | Available | 3UCBL000029205 |
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
Donation Biore, Christopher College of Business and Accountancy Business / Management
Text in English
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