Sell by Thomas N. Ingram

Sell

byThomas N. Ingram, Raymond W. Laforge, Ramon A. Avila

Paperback | January 3, 2012

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Created through a "student-tested, faculty-approved" review process, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Focusing on trust-based selling, the text reflects the author's extensive experience as leading sales educators and as sales managers, trainers, and consultants with major corporations.

Details & Specs

Title:SellFormat:PaperbackDimensions:344 pages, 10.81 × 8.5 × 0.56 inPublished:January 3, 2012Publisher:Nelson College IndigenousLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0176504362

ISBN - 13:9780176504366

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Table of Contents

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