Table of contents for Professional selling: a trust-based approach / Thomas N. Ingram ... [et al.].

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Module 1. Overview of Personal Selling PART 1: THE FOUNDATIONS OF PROFESSIONAL SELLING Module 2. Building Trust and Sales Ethics Module 3. Understanding Buyers Module 4. Communications Skills PART II: INITIATING CUSTOMER RELATIONSHIPS Module 5. Prospecting and Preapproach Module 6. Planning the Presentation and Approaching the Customer PART III: DEVELOPING CUSTOMER RELATIONSHIPS Module 7. Sales Presentation Delivery Module 8. Addressing Concerns and Earning Commitment PART IV: ENHANCING CUSTOMER RELATIONSHIPS Module 9. Adding Value: Follow-Up Module 10. Adding Value: Self-Leadership and Teamwork

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