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9780030267017

Professional Selling

by ; ; ; ;
  • ISBN13:

    9780030267017

  • ISBN10:

    0030267013

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2000-08-02
  • Publisher: South-Western College Pub
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Supplemental Materials

What is included with this book?

Summary

Professional Selling's chapters can be mixed and matched with Sales Management chapters from Ingram's Sales Management, Fourth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Table of Contents

Preface ix
Overview of Personal Selling
1(22)
Understanding Buyers
23(32)
Building Trust
55(28)
Communication Skills
83(34)
Self-Leadership and Teamwork Skills
117(32)
Strategic Selling Process
149(26)
Initiating the Relationship
175(36)
Appendix 7 Communication Styles
201(10)
Developing the Relationship
211(32)
Expanding Customer Relationships
243(24)
Notes 267(4)
Credits 271(2)
Company Index 273(2)
Name Index 275(2)
Subject Index 277

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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