TY  - BOOK
AU  - Serrano, Angelita Ong Camilar, author.
TI  - Professional selling
SN  - 9786214270194
AV  - F HF 5438.25 S47 2018
U1  - F 658.85  20
PY  - 2018///
CY  - Manila
PB  - Unlimited Books Library Services & Publishing, Inc.
KW  - Selling
N1  - Includes bibliographical references
; Ch.1 Professional selling overview Ch.2 Trust and sales ethics Ch.3 Commination skills in selling Ch.4 Knowing buyers Ch.5 Prospecting and preparing for sales dialogue Ch.6 Sales dialogue and presentation planning Ch.7 Dealing sales resistance and earning commitment Ch.8 Intensifying customer relationships Bibliography Webliography
N2  - The purpose of this book is to present professional selling in a very different context compared in the past. From merely a monologue manner of selling to an active way of sales dialogue between the buyer and the seller, the book will overcome the negative stereotypes of sales people. The role of professional seller in value creation, communication and delivery of goods and services in addition to customer relationship building and management will also be emphasized as well as the new selling trend, concepts case studies
ER  -