000			01783nam a22003497a 4500
003			OSt
005			20260615141141.0
008			260528s20122012ph adc|er|||| 001 0 eng d
020			_a9789814416535 [newsprint]
040			_aUniversity of Cebu-Banilad _cUniversity of Cebu-Banilad
100			_aIngram Thomas N., _eauthor.
245			_aProfessional selling / _cThomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, and Charles H. Schwepker.
250			_a5th edition ; Philippine edition.
260			_aPasig City, Philippines : _bCengage Learning Asia Pte Ltd (Philippine Branch), _cc2012.
300			_a289 pages : _billustrations (black and white) ; _c25 cm.
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
504			_aIncludes index.
505			_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.
521			_aAdult
541			_aDonation _xBiore, Christopher _yCollege of Business and Accountancy _zBusiness / Management
546			_aText in English
650			_aProfessional _xSelling.
700			_aLaForge, Raymond W., _eauthor.
700			_aAvila, Ramon A., _eauthor.
700			_aSchwepker, Charles H., _eauthor.
942			_2ddc _cBK
998			_cLeslie [new] _d05/28/2026
998			_cJanna [checked&edited] _d06/01/2026
999			_c15328 _d15328