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

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