Professional Selling A Trust-Based Approach
by Ingram, Thomas N.; LaForge, Raymond W.; Ramon A.; Schwepker, Charles H.; Williams, Michael R.Edition: 4th
Format: Paperback
Pub. Date: 2007-02-05
Publisher(s): South-Western College Pub
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Summary
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.
Table of Contents
| Overview of Personal Selling | |
| Sales Careers | |
| The Foundations Of Professional Selling | |
| Building the Trust and Sales Ethics | |
| Understanding Buyers | |
| Communication Skills | |
| Initiating Customer Relationships | |
| Prospecting and Preapproach | |
| Planning the Presentation and Approaching the Customer | |
| Developing Customer Relationships | |
| Sales Presentation Delivery | |
| Addressing Concerns and Earning Commitment | |
| Enhancing Customer Relationships | |
| Adding Value: Follow-Up | |
| Adding Value: Self-Leadership and Teamwork | |
| Experiential Exercises | |
| Glossary | |
| Notes | |
| Index | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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