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9781111528232

SELL 2 (with Printed Access Card)

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  • ISBN13:

    9781111528232

  • ISBN10:

    1111528233

  • Edition: 2nd
  • Format: Paperback
  • Copyright: 2011-02-02
  • Publisher: South-Western College Pub
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List Price: $69.95

Summary

Created through a "student-tested, faculty-approved" review process with over 100 students and faculty, SELL 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 2 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations.

Table of Contents

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
Table of Contents provided by Publisher. All Rights Reserved.

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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