TY  - BOOK
AU  - Ingram Thomas N.,
AU  - LaForge, Raymond W.,
AU  - Avila, Ramon A.,
AU  - Schwepker, Charles H.,
TI  - Professional selling
SN  - 9789814416535 [newsprint]
PY  - 2012///
CY  - Pasig City, Philippines
PB  - Cengage Learning Asia Pte Ltd (Philippine Branch)
KW  - Professional
KW  - Selling
N1  - 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
ER  -