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eBook Details:
Full title: SELL, 3rd Edition
Edition: 3rd
Copyright year: 2021
Publisher: Cengage Learning Canada Inc.
Author: Thomas N. Ingram, Raymound W. LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams, Ki
ISBN: 9780176916015, 9780176922306
Format: PDF
Description of SELL, 3rd Edition:
SELL from 4LTR Press is created through a “student-tested, faculty-approved” review process with hundreds of students and faculty, creating an engaging and accessible solution to accommodate the diverse lifestyles of today’s learners. SELL provides complete and efficient coverage of contemporary professional selling concepts. Focusing on trust-based selling, the text reflects the authors’ extensive experience, leading sales educators and sales managers, trainers, and consultants for major corporations. This edition has been endorsed by the Canadian Professional Sales Association (CPSA).
Table of Contents of SELL, 3rd Edition PDF ebook:
Cover PageTitle PageHEOA-1Copyright PageBrief ContentsContentsPrefaceFeaturesSupplements for SuccessAbout the AuthorsAcknowledgmentsCPSA Competency FrameworkChapter 1: Overview of Personal SellingChapter 2: Building Trust and Sales Ethics: Developing Trust and Mutual Respect with ClientsChapter 3: Understanding BuyersChapter 4: Communication SkillsChapter 5: Strategic Prospecting and Preparing for Sales DialogueChapter 6: Planning Sales Dialogues and PresentationsChapter 7: Sales Dialogue: Creating and Communicating ValueChapter 8: Addressing Concerns and Earning CommitmentChapter 9: Expanding Customer RelationshipsChapter 10: Adding Value: Self-Leadership and TeamworkEndnotesIndexChapter Review
