01783nam a22003497a 4500 OSt 20260615141141.0 260528s20122012ph adc|er|||| 001 0 eng d 9789814416535 [newsprint] University of Cebu-Banilad University of Cebu-Banilad Ingram Thomas N., author. 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. rdacontent text rdamedia unmediated rdacarrier volume 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 Professional Selling. LaForge, Raymond W., author. Avila, Ramon A., author. Schwepker, Charles H., author. ddc BK Leslie [new] 05/28/2026 Janna [checked&edited] 06/01/2026 15328 15328 0 0 ddc 0 0 UCBL_MAIN UCBL_MAIN SUBJ.REF 2026-05-28 Donated by: Dr. Christopher Biore 0 658.85 In47 2012 3UCBL000029205 2026-05-28 2026-05-28 SR