Professional Selling: A Trust-Based Approach

Professional Selling: A Trust-Based Approach

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PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with 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 (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.Daily Sales Plan Worksheet, 270, 271 Daily Time aamp; Activity Log, 295 Darding, Kari, 105a€“106 Database America, 146 ... 133 Earn prospect commitment section (Sales Dialogue and Presentation Planning Template), 175 Economic stimuli, anbsp;...

Title:Professional Selling: A Trust-Based Approach
Author:Thomas Ingram, Raymond LaForge, Ramon Avila, Charles Schwepker, Michael Williams
Publisher:Cengage Learning - 2007-02-05


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