catalog
Home
>

Higher Education

shoe image

SELL with MindTap

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

ISBN: 9789366600482

7thth Edition

Copyright: 2025

India Release: 2026

₹910

Binding: Paperback

Pages: 320

Trim Size: 279 x 216 mm

Refer Book

Order Inspection Copy

Master today's most effective professional selling concepts and skills with SELL, 7E. Updated, streamlined chapters cover the most relevant topics and current industry selling practices. This edition covers recent technology, including artificial intelligence, for use in the selling process. New or expanded coverage addresses storytelling in sales, customer engagement and the customer experience. This edition's presentation is complemented with new chapter-opening vignettes and new coverage of the latest ethical dilemmas and virtual selling strategies. Study tools and activities like case studies and role play videos help you prepare for real-world situations. MindTap digital resources let you read or listen to chapters and study with flashcards and practice quizzes.

  • The edition integrates real-world selling experiences with the latest research to deliver high-performance selling practices.
  • It presents a structured, step-by-step view of modern and emerging sales processes across industries.
  • The content is designed based on ongoing research into student learning workflows and preferences to enhance engagement.
  • The included role plays and exercises are easy for instructors and assistants to incorporate into teaching.
  • A continuous end-of-chapter case exposes students to real professional sales challenges and practical application.
  • The book uses shorter, well-organized chapters in a modern format to improve readability and student interest.
  • Updated chapter content introduces new vignettes, ethical dilemmas, and current selling strategies, including virtual selling.
  • Dedicated “Technology in Sales” features highlight how digital tools enhance the selling process.
  • Expanded sections emphasize customer engagement and the importance of delivering a strong customer experience.
  • The text explains how to effectively gather and use customer feedback to improve relationships and outcomes.
  • New material highlights the role of storytelling in building connections with customers.
  • The edition also demonstrates how artificial intelligence can improve productivity and enhance the overall sales process.

1. Overview of Personal Selling

2. Building Trust and Sales Ethics

3. Understanding Buyers

4. Communication Skills

5. Strategic Prospecting and Preparing for Sales Dialogue

6. Planning Sales Dialogues 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

Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University.

Raymond W. LaForge

Raymond W. (Buddy) LaForge is the Brown-Forman Professor of Marketing at the University of Louisville.

Ramon A. Avila

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

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

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. 

Related Books