Description
SELL 5th Edition by Thomas N. Ingram (Author), Raymond (Buddy) W. LaForge (Author), Ramon A. Avila (Author), Charles H. Schwepker (Author), Michael R. Williams (Author) EBOOK PDF Instant Download
Table of Contents:
1 Overiview of Personal Selling
Part 1 The World of Marketing
2 Building Trust and Sales Ethics
3 Understanding Buyers
4 Communication Skills
Part 2
Analyzing marketing opportunities
5 Strategic Prospecting and Preparing for Sales Dialogue
6 Planning Sales Dialogues and Presentations
Part 3 Product Decisions
7 Sales Dialogue: Creating and Communicating Value
8 Addressing Concerns and Earning Commitment
Part 4 Distribution Decisions
9 Expanding Customer Relationships
10 Adding Value: Self-Leadership and Teamwork
