Professional selling: a trust-based approach / Thomas N. Ingram ... [et al.].
Material type: TextLanguage: English Publication details: Mason, Ohio : Thomson/South-Western, c2004. Edition: 2nd edDescription: xxiii, 325 p. : ill. ; 28 cmISBN: 0324191111; 9780324191110Subject(s): SellingDDC classification: 658.81 LOC classification: HF5438.25 | .P763 2004Online resources: WorldCat detailsItem type | Current library | Collection | Call number | Copy number | Status | Date due | Barcode | Item holds |
---|---|---|---|---|---|---|---|---|
Text | Dr. S. R. Lasker Library, EWU Reserve Section | Non-fiction | 658.81 PRO 2004 (Browse shelf(Opens below)) | C-1 | Not For Loan | 13552 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 PRO 2004 (Browse shelf(Opens below)) | C-2 | Available | 13553 | ||
Text | Dr. S. R. Lasker Library, EWU | 658.81 PRO (Browse shelf(Opens below)) | C-3 | Checked out | 25/12/2012 00:00 | 3656-13554 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 PRO 2004 (Browse shelf(Opens below)) | C-4 | Available | 13555 | ||
Text | Dr. S. R. Lasker Library, EWU Circulation Section | Non-fiction | 658.81 PRO 2004 (Browse shelf(Opens below)) | C-5 | Available | 13556 |
Previously published by Harcourt College Publishers, 2001.
Includes bibliographical references and index.
TOC Contents: Overview of personal selling --
building trust and sales ethics --
Understanding buyers --
Communication skills --
Prospecting and preapproach --
Planning the presentation and approaching the customer --
Sales presentation delivery --
Addressing concerns and earning commitment --
Adding value: follow-up --
Adding value: self-leadership and teamwork.
BA
Saifun Momota
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