TY  - BOOK
AU  - Ingram,Thomas N.
TI  - Professional selling: a trust-based approach
SN  - 0324191111
AV  - HF5438.25 .P763 2004
U1  - 658.81 22
PY  - 2004///
CY  - Mason, Ohio
PB  - Thomson/South-Western
KW  - Selling
N1  - 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
UR  - http://www.worldcat.org/title/professional-selling-a-trust-based-approach/oclc/52340901&referer=brief_results
ER  -