01598nam a22002897a 4500003000400000005001700004008004100021020003000062040005900092100003100151245010900182250003800291260009000329300005900419336002100478337002500499338002300524504002100547505049000568521001001058541009301068546002001161650002701181700003401208700003001242700003601272OSt20260615141141.0260528s20122012ph adc|er|||| 001 0 eng d  a9789814416535 [newsprint]  aUniversity of Cebu-BaniladcUniversity of Cebu-Banilad  aIngram Thomas N.,eauthor.  aProfessional selling /cThomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, and Charles H. Schwepker.   a5th edition ; Philippine edition.  aPasig City, Philippines :bCengage Learning Asia Pte Ltd (Philippine Branch),cc2012.  a289 pages :billustrations (black and white) ;c25 cm.  2rdacontentatext  2rdamediaaunmediated  2rdacarrieravolume  aIncludes  index.  aContents:  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.  aAdult  aDonationxBiore, ChristopheryCollege of Business and AccountancyzBusiness / Management  aText in English  aProfessionalxSelling.  aLaForge, Raymond W.,eauthor.  aAvila, Ramon A.,eauthor.  aSchwepker, Charles H.,eauthor.