Professional selling: a trust-based approach / Thomas N. Ingram ... [et al.].

Contributor(s): Ingram, Thomas N Material type: Text

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 details

Contents:

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.

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
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

Total holds: 0

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.

Saifun Momota

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