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Professional Selling: A Trust-Based Approach, 4th Edition
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1. Overview of Personal Selling
2. Building Trust and Sales Ethics
3. Understanding Buyers
4. Communication Skills
5. Prospecting and PreApproach
6. Planning the Presentation and Approaching th ...
7. Sales Presentation Delivery
8. Addressing Concerns and Earning Commitment
9. Adding Value: Follow-Up
10. Adding Value: Self-Leadership and Teamwork