Out-of-the-box selling : principles and practices that work and make sense / Eduardo P. Garrovillas

By: Material type: TextTextPublisher: Quezon City : C & E Publishing, [2008]Description: xvi, 204 pagesContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 9789715846929
Subject(s): Genre/Form:
DDC classification:
  • 658.85
Contents:
The age of selling, selling and salespeople
Building relationships with customers
Ethical and legal issues in selling
Customer buying behavior and the buying process
Interpersonal communication principles to build relationships
Relationship selling : adaptive selling for relationship building
Prospecting
Planning the sales call - approach and preapproach
Making the sales call
Strategies for effective presentation
Handling buyer's attitudes - misunderstandings, objections, and skepticisms
Closing phase, closing techniques, and closing skills
Developing long-term business relationships
Negotiation skills and key account selling
Sales management and leadership
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Holdings
Item type Current library Collection Call number Copy number Status Barcode
Book Book Cubao Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 3 Room use only 32887QC
Book Book Greater Project 4 Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 6 Room use only 32890QC
Book Book Lagro Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 5 Room use only 32889QC
Book Book Main Library Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 1 Room use only 32885QC
Book Book Masambong Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 9 Room use only 32893QC
Book Book North Fairview Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 2 Room use only 32886QC
Book Book Payatas Lupang Pangako Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 7 Room use only 32891QC
Book Book Project 8 Branch Filipiniana Section Filipiniana F 658.85 G243o 2008 (Browse shelf(Opens below)) c. 4 Room use only 32888QC
Browsing North Fairview Branch shelves, Shelving location: Filipiniana Section, Collection: Filipiniana Close shelf browser (Hides shelf browser)
F 658.8 Il27p 2016 Principles of marketing F 658.8009599 C338 2002 Cases on marketing management in the Philippine setting F 658.82 Sa211s 2010 Sales promotion : principles & best practices F 658.85 G243o 2008 Out-of-the-box selling : principles and practices that work and make sense F 659.1 M672a 1987 Advertising F 659.1 M672a 2000 Advertising F 659.14 G216e 2010 E-marketing

Includes bibliographical references.

The age of selling, selling and salespeople

Building relationships with customers

Ethical and legal issues in selling

Customer buying behavior and the buying process

Interpersonal communication principles to build relationships

Relationship selling : adaptive selling for relationship building

Prospecting

Planning the sales call - approach and preapproach

Making the sales call

Strategies for effective presentation

Handling buyer's attitudes - misunderstandings, objections, and skepticisms

Closing phase, closing techniques, and closing skills

Developing long-term business relationships

Negotiation skills and key account selling

Sales management and leadership

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