Higher Education
Author(s): Thomas N. Ingram | Raymond W. (Buddy) LaForge | Ramon A. Avila | Charles H. Schwepker | Michael R. Williams
ISBN: 9789353508258
Edition: 6th
© Year : 2020
Binding: Paperback
Pages: 300
Trim Size : 279 x 216 mm
SELL, 6E, introduces current and emerging practices in professional selling with updates that cover today's most relevant topics and industry selling practices and student-focused study learning tools and activities.
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 Dialogue.
6. Planning Sales Dialogue and Presentations.
7. Sales Dialogue: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil.
Raymond (Buddy) W. LaForge is the Brown-Forman Professor of Marketing at the University of Louisville.
Ramon A. Avila (Ph.D., Virginia Tech University) is the George and Frances Ball Distinguished Professor of Marketing at Ball State University.
Charles H. Schwepker, Jr. (Ph.D., University of Memphis), is the Mike and Patti Davidson Distinguished Marketing Professor at the University of Central Missouri.
Michael R. Williams (Ph.D., Oklahoma State University) is professor of marketing and director of the Academy of Customer Excellence and Sales at Oklahoma City University.
