Selling : the profession : focusing on building relationships / Dr. David J. Lill & Jennifer Lill-Brown.
Material type: TextPublisher: Antioch, TN : DM Bass Publications, [2020]Edition: Eighth editionDescription: xi, 484 pages : color illustrations ; 26 cmContent type:- text
- unmediated
- volume
- 9780965220187
- 0965220184
- Selling
- Selling -- Study and teaching
- Sales personnel
- Retail trade -- Study and teaching
- Employees -- Training of
- Inservice Training
- Vente
- Vente -- �Etude et enseignement
- Vendeurs
- Commerce de d�etail -- �Etude et enseignement
- Personnel -- Formation
- selling
- Selling -- Study and teaching
- Retail trade -- Study and teaching
- Employees -- Training of
- Sales personnel
- Selling
- 658.8/5 23
- HF5438 .L55 2020
Item type | Current library | Call number | Copy number | Status | Date due | Barcode | Item holds | Course reserves | |
---|---|---|---|---|---|---|---|---|---|
Richfield Campus--Two Hour Reserve | Richfield Campus Library Items Available at the Front Desk | BUS 1270 658.85 L6281s | 1 | Available | 34230000164981 |
Includes bibliographical references and index.
Part I. Selling success fundamentals. Your career in professional selling ; Relationship selling ; Ethics in selling ; Winning time management skills ; Purchase behavior and communication ; Discovering your social style ; Five tools every salesperson needs -- Part II. The relationship selling cycle. Prospecting: how to find qualified prospects ; Pre-approach: what to do before you meet The approach: make the right first impression ; Need discovery: how to question and listen effectively ; Presentation: how to be engaging and compelling ; Handling objections: turn hesitation into commitment ; The Close: how to confirm the sale ; After the sale: build enduring loyalty.
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