SELL （4 PAP/PSC）

Ingram, Thomas N./ Laforge, Raymond W./ Avila, Ramon A./ Schwepker, Ch

South-Western Pub（2014/01発売）

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製本 Paperback:紙装版/ペーパーバック版／ページ数 280 p.
言語 ENG
商品コード 9781285164724
DDC分類 380

Full Description

Created through a "student-tested, faculty-approved" review process with more than 200 students and faculty, SELL 4 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 4 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.

1. Overview of Personal Selling.2. Building the Trust and Sales Ethics.3. Understanding Buyers.4. Communication Skills.5. Strategic Prospecting and Preparing for Sales Dialog.6. Planning Sales Dialog and Presentations.7. Sales Dialog: Creating and Communicating Value.8. Addressing Concerns and Earning Commitment.9. Expanding Customer Relationships.10. Adding Value: Self-Leadership and Teamwork.11. Sales Management and Sales 2.0.