Test Bank for SELL 4 4th Edition Ingram LaForge Avila Schwepker Williams 1285164725 9781285164724
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Language: English
ISBN-10: 1285164725
ISBN-13: 978-1285164724
ISBN-13: 9781285164724
Author: Thomas N. Ingram ,Raymond W. LaForge ,Ramon A. Avila ,Charles H. Schwepker ,Michael R. Williams
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Table of Content:
1. Overview of Personal Selling.
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.
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