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ISBN-10: 0538748753

ISBN-13: 9780538748759

Edition: 5th 2011

Authors: Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams

List price: $69.95
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Book details

List price: $69.95
Edition: 5th
Copyright year: 2011
Publisher: Cengage South-Western
Publication date: 2/12/2010
Binding: Paperback
Pages: 352
Size: 8.50" wide x 10.75" long x 0.50" tall
Weight: 1.804
Language: English

Overview of Personal Selling
Online Appendix 1: Sales Careers
Building the Trust and Sales Ethics
Understanding Buyers
Communication Skills
Strategic Prospecting and Preparing for Sales Dialog
Planning Sales Dialog and Presentations
Sales Dialog: Creating and Communicating Value
Addressing Concerns and Earning Commitment
Expanding Customer Relationships
Adding Value: Self-Leadership and Teamwork
Sales Management and Sales 2.0