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- Full title: SELL (Book Only), 6th Edition
- Edition: 6th
- Copyright year: 2020
- Publisher: Cengage Learning
- Author: Thomas N. Ingram; Raymond (Buddy) W. LaForge; Ramon A. Avila
- ISBN: 9781337671873, 9781337671873
- Format: PDF
Description of SELL (Book Only), 6th Edition:
4LTR Press solutions give students the option to choose the format that best suits their learning preferences. This option is perfect for those students who focus on the textbook as their main course resource.Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Table of Contents of SELL (Book Only), 6th Edition PDF ebook:
Brief ContentsContentsChapter 1: Overview of Personal Selling1-1 Personal Selling Defined1-2 Trust-Based Relationship Selling1-3 Evolution of Professional Selling1-4 Contributions of Personal Selling1-5 Alternative Personal Selling Approaches1-6 The Trust-Based Sales Process1-7 Sales CareersStudy Tools 11 Chapter Case1 Chapter Role PlayChapter 2: Building Trust and Sales EthicsHow to Establish Trust2-1 What Is Trust?2-2 Why Is Trust Important?2-3 How to Earn Trust2-4 Knowledge Bases Help Build Trust and Relationships2-5 Sales EthicsStudy Tools 22 Chapter Case2 Chapter Role PlayChapter 3: Understanding Buyers3-1 Types of Buyers3-2 Distinguishing Characteristics of Business Markets3-3 The Buying Process3-4 Types of Buyer Needs3-5 Procedures for Evaluating Suppliers and Products3-6 Understanding Postpurchase Evaluation and the Formation of Satisfaction3-7 Types of Purchasing Decisions3-8 Understanding Communication Styles3-9 Buying Teams3-10 Engaging CustomersStudy Tools 33 Chapter Case3 Chapter Role PlayChapter 4: Communication Skills4-1 Sales Communication as a Collaborative Process4-2 Types of Questions Classified by Amount and Specificity of Information DesiredTypes of Questions Classified by Strategic Purpose4-3 Strategic Application of Questioning in Trust-Based Selling4-4 ADAPT Questioning SystemUsing Different Types of Listening4-5 Active Listening4-6 Understanding the Superiority of Pictures over Words4-7 Nonverbal CommunicationStudy Tools 44 Chapter Case4 Chapter Role PlayChapter 5: Strategic Prospecting and Preparing for Sales Dialogue5-1 The Importance and Challenges of Prospecting5-2 The Strategic Prospecting Process5-3 Prospecting Methods5-4 Developing a Strategic Prospecting Plan5-5 Gathering Prospect Information to Prepare for Sales DialogueStudy Tools 55 Chapter Case5 Chapter Role PlayChapter 6: Planning Sales Dialogues and Presentations6-1 Customer-Focused Sales Dialogue Planning6-2 Sales Communications Formats6-3 Sales Dialogue Template6-4 Engaging the CustomerStudy Tools 66 Chapter Case6 Chapter Role PlayChapter 7: Sales Dialogue: Creating and Communicating Value7-1 Effective Sales Dialogue7-2 Encouraging Buyer Feedback7-3 Creating Customer Value7-4 Interesting and Understandable Sales Dialogue7-5 Engaging and Involving the Buyer7-6 Supporting Product Claims7-7 Group Sales DialogueStudy Tools 77 Chapter Case7 Chapter Role PlayChapter 8: Addressing Concerns and Earning CommitmentResistance BustersAddressing Concerns8-1 Anticipate and Negotiate Concerns and Resistance8-2 Reasons Why Prospects Raise Objections8-3 Types of Sales Resistance8-4 Using LAARC: A Process for Negotiating Buyer Resistance8-5 Recommended Approaches for Responding to Objections8-6 Securing Commitment and ClosingStudy Tools 88 Chapter Case8 Chapter Role PlayChapter 9: Expanding Customer Relationships9-1 Assess Customer Satisfaction9-2 Harness Technology to Enhance Follow-up and Buyer-Seller Relationships9-3 Ensure Customer Satisfaction9-4 Expand Collaborative Involvement9-5 Work to Add Value and Enhance Mutual OpportunitiesStudy Tools 99 Chapter Case9 Chapter Role PlayChapter 10: Adding Value: Self-Leadership and Teamwork10-1 Effective Self-Leadership10-2 Working with Different Levels and Types of Goals10-3 Account Classification10-4 Establishing Territory Routing Plans10-5 Stage Four: Tapping Technology and Automation10-6 Increasing Customer Value through Teamwork10-7 Building Teamwork SkillsStudy Tools 1010 Chapter Case10 Chapter Role PlayEndnotesIndexReview CardsContinuing Cases