TY  - BOOK
AU  - LaForge, Raymond W., author.
AU  - Avila, Ramon A., author.
AU  - Schwepker, Charles H., author.
AU  - Williams, Michael R., author.
TI  - Professional salesmanship
SN  - 9789719807179 (reprint)
AV  - CIR HF 5438 P76 2017
PY  - 2017///
CY  - [Singapore]; Manila, Philippines
PB  - Cengage Learning; C & E Publishing, Inc.
KW  - Sales personnel
KW  - Salesmen and salesmanship
N1  - Chapter 1 : Building trust and sales ethics
Chapter 2 : Understanding buyers
Chapter 3 : Strategic prospecting and preparing for sales dialogue
Chapter 4 : Planning sales dialogues and presentations
Chapter 5 : Sales dialogue : creating and communicating value
Chapter 6 : Addressing concerns and earning commitment
Chapter 7 : Adding value : self-leadership and teamwork
ER  -