Sell (with Review Cards And Premium Web Site Printed Access Card) by Thomas N. IngramSell (with Review Cards And Premium Web Site Printed Access Card) by Thomas N. Ingram

Sell (with Review Cards And Premium Web Site Printed Access Card)

byThomas N. Ingram

Paperback | February 12, 2010

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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.
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. Tom is a recipient of the Marketing Educator of the Year award given by Sales ...
Title:Sell (with Review Cards And Premium Web Site Printed Access Card)Format:PaperbackDimensions:352 pages, 10.8 × 8.5 × 0.6 inPublished:February 12, 2010Publisher:South-Western College PubLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0538748753

ISBN - 13:9780538748759


Table of Contents

1. Overview of Personal Selling.Online Appendix 1: Sales Careers.2. Building the Trust and Sales Ethics.3. Understanding Buyers.4. Communication Skills.5. Strategic Prospecting and Preparing for Sales Dialog.6. Planning Sales Dialog and Presentations.7. Sales Dialog: Creating and Communicating Value.8. Addressing Concerns and Earning Commitment.9. Expanding Customer Relationships.10. Adding Value: Self-Leadership and Teamwork.11. Sales Management and Sales 2.0.