Sell
By: Ingram, LaForge, Avila, Schwepker, Williams, Shannahan
Contributors: Schwepker, Charles H., Jr., author; Shannahan, Kirby, author
Edition: Second Canadian edition.
Publisher: Nelson Education
Published: 2015
Place of publication: Toronto, Ontario
Language: eng
ISBN-13: 9780176530907
Copyright date: 2015
Subjects: Selling; Textbooks; Sales management; Vente; Manuels d'enseignement supérieur; Ventes; Gestion
Notes: Title from cover.

"By Thomas N. Ingram, Raymond A. Avila, Charles H. Schwepker Jr, Michael R. Williams, and Kirby L.J. Shannahan"--Title page verso.

Includes bibliographical references and index.
Table of contents: title: Overview of personal selling; title: Building trust and sales ethics; title: Understanding buyers; title: Communication skills; title: Strategic prospecting and preparing for sales dialogue; title: Planning sales dialogues and presentations; title: Sales dialogue; title: Addressing concerns and earnings commitment; title: Expanding customer relationships; title: Adding value; title: Sales management and sales.