Professional Selling: A Trust-Based Approach

Professional Selling: A Trust-Based Approach
ISBN-10
032453809X
ISBN-13
9780324538090
Series
Professional Selling
Category
Business & Economics
Pages
464
Language
English
Published
2007-02-05
Publisher
Cengage Learning
Authors
Thomas N. Ingram, Charles H. Schwepker, Michael R. Williams

Description

PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with 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 (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.

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