9780538748759

SELL (with Review Cards and Premium Web Site Printed Access Card)

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  • ISBN13:

    9780538748759

  • ISBN10:

    0538748753

  • Edition: 1st
  • Format: Paperback
  • Copyright: 2010-02-12
  • Publisher: South-Western College Pub
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Summary

Created through a "student-tested, faculty-approved" review process with over 100 students and faculty, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 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.

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