Higher Education

SELL with MindTap

Author(s): Thomas N. Ingram | Raymond W. (Buddy) LaForge | Ramon A. Avila | Charles H. Schwepker | Michael R. Williams

ISBN: 9789353508258

6th Edition

Copyright: 2020

India Release: 2023

₹850

Binding: Paperback

Pages: 300

Trim Size: 279 x 216 mm

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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.

  • Chapter Cases and Role Play Scenarios included for chapters 1, 3, 4, 6, and 8
  • Ethical Dilemma feature boxes, and updated Technology in Selling features provide new content for these high profile topics in your course
  • Exhibits and data update topics like salaries in selling, B2B content marketing tactics, and changes in buyer behaviors provide students with current and relevant updates to sales topics.
  • Shorter, comprehensive chapters in a modern design present content in a more engaging and accessible format

 

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.