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Professional Selling: A Trust-Based Approach

Professional Selling: A Trust-Based Approach
Author: Thomas N. Ingram - Raymond W. LaForge - Ramon A. A
ISBN 13: 9780324538090
ISBN 10: 32453809
Edition: 4
Publisher: South-Western College Pub
Publication Date: 2007-02-05
Format: Paperback
Pages: 464
List Price: $268.95

Emphasizing collaborative interaction and communication between buying and selling organizations, this textbook describes techniques for understanding and approaching customers, planning a sales presentation, addressing the customer's concerns and objections, and closing the deal. The third edition adds active learning-based exercises and expands the number of role plays. Annotation ©2004 Book News, Inc., Portland, OR