Product Information

Complete downloadable Test Bank for Professional Selling A Trust-Based Approach 4th Edition by Ingram. INSTRUCTOR RESOURCE INFORMATION
TITLE: Professional Selling A Trust-Based Approach
EDITION: 4th Edition
AUTHOR: Ingram, LaForge, Avila, Schwepker, Williams
PUBLISHER: Cengage Learning

Table of content

Module 1: Overview of Personal Selling.
Module 2: Building the Trust and Sales Ethics.
Module 3: Understanding Buyers.
Module 4: Communication Skills.
Module 5: Prospecting and Preapproach.
Module 6: Planning the Presentation and Approaching the Customer.
Module 7: Sales Presentation Delivery.
Module 8: Addressing Concerns and Earning Commitment.
Module 9: Adding Value: Follow-Up.
Module 10: Adding Value: Self-Leadership and Teamwork. Appendices

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