Sell by Thomas N. IngramSell by Thomas N. Ingram


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.
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: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