Solutions for SELL 7, 7th Edition by Ingram (All Chapters included)
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Course
Sell 7th edition Ingram
Institution
Sell 7th Edition Ingram
Complete Solutions Manual for SELL 7, 7th Edition by Thomas N. Ingram, Raymond W. (Buddy) LaForge, Ramon A. Avila, Charles H. Schwepker, Michael R. Williams ; ISBN13: 9780357901380....(Full Chapters are included and organized in reverse order from Chapter 10 to 1)...1. Overview of Personal Selling....
Complete Chapter Solutions Manual
are included (Ch 1 to 10)
** Immediate Download
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** All Chapters included
,Table of Contents are given below
1. Overview of Personal Selling.
2. Building Trust and Sales Ethics.
3. Understanding Buyers.
4. Communication Skills.
5. Strategic Prospecting and Preparing for Sales Dialogue.
6. Planning Sales Dialogues and Presentations.
7. Sales Dialogue: Creating and Communicating Value.
8. Addressing Concerns and Earning Commitment.
9. Expanding Customer Relationships.
10. Adding Value: Self-Leadership and Teamwork.
,Solutions Manual organized in reverse order, with the last chapter displayed first, to ensure
that all chapters are included in this document. (Complete Chapters included Ch10-1)
Instructor Manual
Ingram et al., SELL 7e, ISBN: 9780357901380;
Chapter 10: Adding Value: Self-Leadership and Teamwork
TABLE OF CONTENTS
Purpose and Perspective of the Chapter............................................................................................ 2
Chapter Objectives ........................................................................................................................... 2
Complete List of Chapter Activities and Assessments ......................................................................... 2
Key Terms ........................................................................................................................................ 3
What's New in This Chapter .............................................................................................................. 5
Chapter Outline ................................................................................................................................ 5
Additional Discussion Questions ..................................................................................................... 14
Solutions to End of Chapter Content ............................................................................................... 19
Additional Activities and Assignments............................................................................................. 28
1
, PURPOSE AND PERSPECTIVE OF THE CHAPTER
Toward the objective of developing successful salespeople, this chapter builds on the process of self-
leadership to generate a framework for developing and enhancing selling skills and abilities. First,
setting effective goals and objectives is discussed and integrated with methods for territory analysis
and account classification. This is followed by a discussion of how the objectives and information from
the territory and account analysis become inputs for generating and implementing effective multilevel
sales planning. The importance of assessing performance results and level of goal attainment is also
reviewed. Wrapping up the chapter is an examination of teamwork as a vehicle for expanding the
capabilities of an individual salesperson, increasing customer value, and creating sustainable
competitive advantage for salespeople.
CHAPTER OBJECTIVES
The following objectives are addressed in this chapter:
10-1 Utilize the five sequential stages of self-leadership effectively.
10-2 Discuss the four levels of sales goals and their interrelationships.
10-3 Demonstrate the techniques for account classification.
10-4 Compare and contrast the application of different territory routing techniques.
10-5 Describe the usefulness of different types of selling technology and automation.
10-6 Demonstrate how to increase customer value through teamwork.
10-7 Use the six skills for building internal relationships and teams.
COMPLETE LIST OF CHAPTER ACTIVITIES AND ASSESSMENTS
The following table organizes activities and assessments by objective, so that you can see how all this
content relates to objectives and make decisions about which content you would like to emphasize in
your class based on your objectives. For additional guidance, refer to the Teaching Online Guide.
Chapter Activity/Assessment Source (i.e., PPT slide, Duration
Objective Workbook)
10-4 Knowledge Check PowerPoint Slide 19 <5 mins.
10-5 Polling Activity PowerPoint Slides 24-24 5–10 mins.
10-7 Discussion Activity PowerPoint Slide 30 5–10 mins.
10-1–10-7 Learn It: Concept Check Quiz: MindTap Learning Path 15 mins.
Chapter 10 Adding Value: Self- Chapter 10 Folder
Leadership and Teamwork
2
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