Sell

Thomas N. Ingram (Autor)

Media-Kombination

352 Seiten

2011 | 2nd Revised edition
South-Western College Publishing
978-1-111-52823-2 (ISBN)

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Employs a comprehensive coverage of contemporary professional selling. Including relational consultative selling, this text is organized on a contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

Created through a 'student-tested, faculty-approved' review process with over 100 students and faculty, "SELL2" is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. "SELL 2" employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

1. Overview of Personal Selling. Online Appendix 1: Sales Careers. 2. Building the Trust and Sales Ethics. 3. Understanding Buyers. 4. Communication Skills. 5. Strategic Prospecting and Preparing for Sales Dialog. 6. Planning Sales Dialog and Presentations. 7. Sales Dialog: 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.

Erscheint lt. Verlag	21.2.2011
Verlagsort	Florence
Sprache	englisch
Maße	189 x 246 mm
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-10	1-111-52823-3 / 1111528233
ISBN-13	978-1-111-52823-2 / 9781111528232
Zustand	Neuware