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 |
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Subject Reference
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College Library Subject Reference | 658.85 In47 2012 (Browse shelf) | Available | 3UCBL000029205 |
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| 658.84 R54 2013 Internet marketing : e-commerce / | 658.848 C99 2010 Principles of international marketing / | 658.85 Ad19 2015 The challenger customer : selling to the hidden influencer who can multiply your results / | 658.85 In47 2012 Professional selling / | 658.85 In47 2017 Professional salesmanship / | 658.85 Sm51 2003 Discover your sales strengths : how the world's greatest salespeople develop winning careers / | 658.85019 B67 2013 Winning body language for sales professionals : control the conversation and connect with your customer--without saying a word / |
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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