The Professional Selling Skills Workbook
- ISBN-10
- 0030163323
- ISBN-13
- 9780030163326
- Category
- Business & Economics
- Pages
- 262
- Language
- English
- Published
- 1996
- Publisher
- Harcourt College Pub
- Author
- Ávila
Description
The Professional Selling Workbook contains sales exercises compiled from both academic and industry trainers, as well as additional exercises specifically developed for this workbook. Can be used as a stand-alone text for personal selling or as a supplement text for sales management. Features: * The book focuses on the numerous processes and skills inherent to trust-based, relationship selling - not just the simple six or seven traditional selling steps, like the other textbooks. * The Communications modules - on listening skills and questioning skills - and Relationship Development module are unique to this workbook and are not found in any other product on the market. * Exercises include such multiple subprocess and skills as numerous forms of communications and listening, along with relationship development and nurturing. * In addition to the number and variety of exercises available in each section, the workbook offers the instructor a mix of truly experiential exercises, coupled with self-assessment tools and cognitive discussion question, enabling the book to be used both in and out of class to reinforce and enrich reading and lectures. * The workbook thoroughly develops and
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