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Professional selling: a trust-based approach / Thomas N. Ingram ... [et al.].

Contributor(s): Ingram, Thomas N.
Material type: TextTextPublisher: Mason, Ohio : Thomson/South-Western, c2004Edition: 2nd ed.Description: xxiii, 325 p. : ill. ; 28 cm.ISBN: 0324191111; 9780324191110.Subject(s): SellingDDC classification: 658.81 Online resources: WorldCat details
Contents:
Table of contents Contents: Overview of personal selling -- building trust and sales ethics -- Understanding buyers -- Communication skills -- Prospecting and preapproach -- Planning the presentation and approaching the customer -- Sales presentation delivery -- Addressing concerns and earning commitment -- Adding value: follow-up -- Adding value: self-leadership and teamwork.
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Item type Current location Collection Call number Copy number Status Date due Barcode Item holds
Text Text EWU Library
Reserve Section
Non-fiction 658.81 PRO 2004 (Browse shelf) C-1 Not For Loan 13552
Text Text EWU Library
Circulation Section
Non-fiction 658.81 PRO 2004 (Browse shelf) C-2 Available 13553
Text Text EWU Library
658.81 PRO (Browse shelf) C-3 Checked out 25/12/2012 00:00 3656-13554
Text Text EWU Library
Circulation Section
Non-fiction 658.81 PRO 2004 (Browse shelf) C-4 Available 13555
Text Text EWU Library
Circulation Section
Non-fiction 658.81 PRO 2004 (Browse shelf) C-5 Available 13556
Total holds: 0

Previously published by Harcourt College Publishers, 2001.

Includes bibliographical references and index.

Table of contents Contents: Overview of personal selling --
building trust and sales ethics --
Understanding buyers --
Communication skills --
Prospecting and preapproach --
Planning the presentation and approaching the customer --
Sales presentation delivery --
Addressing concerns and earning commitment --
Adding value: follow-up --
Adding value: self-leadership and teamwork.

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