Professional selling : a trust-based approach
著者
書誌事項
Professional selling : a trust-based approach
South-Western Cengage Learning, c2008
4th ed., Student ed
大学図書館所蔵 件 / 全2件
-
該当する所蔵館はありません
- すべての絞り込み条件を解除する
注記
Includes index
内容説明・目次
内容説明
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.
目次
Module 1: Overview of Personal Selling. Appendix 1: Sales Careers. Part 1: THE FOUNDATIONS OF PROFESSIONAL SELLING. Module 2: Building the Trust and Sales Ethics. Module 3: Understanding Buyers. Module 4: Communication Skills. Part 2: INITIATING CUSTOMER RELATIONSHIPS. Module 5: Prospecting and Preapproach. Module 6: Planning the Presentation and Approaching the Customer. Part 3: DEVELOPING CUSTOMER RELATIONSHIPS. Module 7: Sales Presentation Delivery. Module 8: Addressing Concerns and Earning Commitment. Part 4: ENHANCING CUSTOMER RELATIONSHIPS. Module 9: Adding Value: Follow-Up. Module 10: Adding Value: Self-Leadership and Teamwork. Experiential Exercises. Glossary. Notes. Index.
「Nielsen BookData」 より