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

Contributor(s): Ingram, Thomas N.
Publisher: Mason, Ohio : Thomson/South-Western, c2006Edition: 3rd ed.Description: xxiv, 437 p. : ill. ; 28 cm.ISBN: 0324321031 (pbk.).Subject(s): SellingDDC classification: 658.81
Contents:
1. Overview of personal selling -- Part 1: The foundations of professional selling: 2. Building trust and sales ethics - 3. Understanding buyers - 4. Communication skills -- Part 2 : Initiating customer relationships: 5. Prospecting and preapproach - 6. Planning the presentation and approaching the customer -- Part 3: Developing customer relationships: 7. Sales presentation delivery - 8. Addressing concerns and earning commitment -- Part 4: Enchancing customer relationships: 9. Adding value : Follow-up - 10. Adding value : Self-Leadership and teamwork.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 26 , Side 2, TierNo 2, BayNo 8

 658.81 PRO (Browse shelf) 1 Available SHTEx,70002,03,GR 5000037385

Includes bibliographical references (p. 419-423) and index.

1. Overview of personal selling -- Part 1: The foundations of professional selling: 2. Building trust and sales ethics - 3. Understanding buyers - 4. Communication skills -- Part 2 : Initiating customer relationships: 5. Prospecting and preapproach - 6. Planning the presentation and approaching the customer -- Part 3: Developing customer relationships: 7. Sales presentation delivery - 8. Addressing concerns and earning commitment -- Part 4: Enchancing customer relationships: 9. Adding value : Follow-up - 10. Adding value : Self-Leadership and teamwork.