Product Information

Complete downloadable Test Bank for SELL 3rd Edition by Ingram. INSTRUCTOR RESOURCE INFORMATION
TITLE: SELL
RESOURCE:Test Bank
EDITION: 3rd Edition
AUTHOR: Ingram, LaForge, Avila, Schwepker, Williams
PUBLISHER: Cengage Learning

Table of content

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 Dialog.
6. Planning Sales Dialog and Presentations.
7. Sales Dialog: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
11. Sales Management and Sales 2.0.

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