SELL 7th Edition Ingram Test Bank
Test Bank for SELL 7th Edition by Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams, ISBN-13: 9780357901380
Table of Contents
PART 1. THE WORLD OF MARKETING
Chapter 1. Overview of Personal Selling
Chapter 2. Building Trust and Sales Ethics
Chapter 3. Understanding Buyers
Chapter 4. Communication Skills
PART 2. ANALYZING MARKETING OPPORTUNITIES
Chapter 5. Strategic Prospecting and Preparing for Sales Dialogue
PART 3. PRODUCT DECISIONS
Chapter 7. Sales Dialogue: Creating and Communicating Value
Chapter 8. Addressing Concerns and Earning Commitment
PART 4. DISTRIBUTION DECISIONS
Chapter 9. Expanding Customer Relationships
Chapter 10. Adding Value: Self-Leadership and Teamwork
