MARC record from Internet Archive

LEADER: 03552cam 2200361Mi 4500
001 ocn825971020
003 OCoLC
005 20220105060229.0
008 121129s2012 ohua b 001 0 eng d
010 $a 2011946268
040 $aNLGGC$bdut$efobidrtb$cNLGGC$dOCLCO$dOCLCF$dCRH$dOCLCQ$dQGE
020 $a113318832X$q(book with access card)
020 $a9781133188322
020 $a1133188338
020 $a9781133188339
035 $a(OCoLC)825971020
084 $a85.40$2bcl
090 $aHF5438.25$b.S345 2011
245 00 $aSell /$c[Thomas N.] Ingram ... [et al.].
246 3 $aSell 3
250 $a2012 [3rd] ed., student ed.
260 $aMason, Ohio :$bSouth-Western, Cengage Learning,$c©2013, 2012.
300 $aviii, 291, [42] p. :$bill. ;$c28 cm
504 $aIncludes bibliographical references and index.
505 0 $a1. Overview of personal selling -- Trust-based relationship selling -- pt. I. Building trust and sales ethics -- 3. Understanding buyers -- Distinguishing characteristics of business markets -- The buying process -- Types of buyer needs -- Evaluating suppliers and products -- Postpurchase evaluation and the formation of satisfaction -- Purchasing decisions -- Communication styles -- Buying teams -- Current developments in purchasing -- 4. Communication skills -- Sales communication as a collaborative process -- ADAPT questioning system -- Active listening -- Superiority of pictures over words -- Grammar and logical sequencing -- Nonverbal communication -- Facial expressions -- Eye movements -- Placement movements of hands, arms, head, and legs -- Body posture and orientation -- Proxemics -- Variations in vocal characteristics -- Using nonverbal clusters -- pt. II. 5. Strategic prospecting and preparing for sales dialogue -- Strategic prospecting plan -- 6. Planning sales dialogues and presentations -- Customer-focused sales dialogue planning -- Sales communications formats -- Writing effective proposals -- Sales dialogue template -- Engaging the customer -- pt. III. 7. Sales dialogue : creating and communicating value -- Effective sales dialogue -- Encouraging buyer feedback -- Crating customer value -- Interesting and understandable sales dialogue -- Engaging and involving the buyer -- Supporting product claims -- Group sales dialogue -- 8. Addressing concerns and earning commitment -- Anticipate and negotiate concerns and resistance -- Reasons why prospects raise objections -- Types of sales resistance -- Using LAARC : a process for negotiating buyer resistance -- Recommended approaches for responding to objections -- Securing commitment and closing -- pt. IV> 9. Expanding customer relationships -- Assess customer satisfaction -- Harness technology to enhance follow-up and buyer-seller relationships -- Ensure customer satisfaction -- Maintain open, two-way communication -- Expand collaborative involvement -- Work to add value and enhance mutual opportunities -- 10. Adding value : self-leadership and teamwork -- Effective self-leadership -- Increasing customer value through teamwork -- pt. V. 11. Sale management and sales 2.0 -- Sales management overview -- Effective sales strategies -- Salesforce effectiveness and performance -- Sales organization effectiveness -- Salesperson performance.
650 0 $aSelling.
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
650 17 $aVerkopen.$2gtt
655 7 $aLeermiddelen (vorm)$2gtt
700 1 $aIngram, Thomas N.
029 0 $aNLGGC$b353057584
994 $aZ0$bP4A
948 $hNO HOLDINGS IN P4A - 6 OTHER HOLDINGS