Sell (with Coursemate Printed Access Card)

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Sell (with Coursemate Printed Access Card)

Format:  Paperback,

291 pages

Publisher: Cengage Learning

Publish Date: Apr 2012

ISBN-13: 9781133188322

ISBN-10: 113318832X

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Book Information

The following content was provided by the publisher.
Created through a "student-tested, faculty-approved" review process with over 200 students and faculty, SELL 3 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 3 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.

Specifications

Author:
Author:
Publisher: Cengage Learning
Publish Date: Apr 2012
ISBN-13: 9781133188322
ISBN-10: 113318832X
Format: Paperback
Number of Pages: 291
Shipping Weight (in pounds): 1.75
Product in Inches (L x W x H): 8.4 x 0.6 x 10.8
Walmart No.: 9781133188322

Chapter outline

Overview of Personal Selling
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 20

Book description

Created through a "student-tested, faculty-approved" review process with over 200 students and faculty, SELL 3 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 3 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.

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