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Professional Selling

Professional Selling

Second Edition

January 2023 | 328 pages | SAGE Publications, Inc

Formerly published by Chicago Business Press, now published by Sage

Professional Selling, 2e covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.

Chapter 1 Sales and Today's Sales Role
Chapter 2 The Buying Process
Chapter 3 Professionalism and Effective Communication
Chapter 4 Lead Generation and Prospecting
Chapter 5 Planning Sales Calls and Presentations
Chapter 6 The Sales Call
Chapter 7 Making the Presentation
Chapter 8 Objections
Chapter 9 Closing
Chapter 10 Sales Negotiation
Chapter 11 Territory, Time, and Resource Management
Chapter 12 Digital Sales
Chapter 13 Strategic Accounts and Team Selling
Chapter 14 Sales Ethics
Chapter 15 Role Play


Key features

New to this edition:

  • A stand-alone chapter on closing.
  • SPIN selling framework is now used for The Sales Call chapter and Role Plays
  • Other additions and changes include:

    • Added emphasis about the importance of the sales function to any organization
    • Added coverage of the concept that sales is an important skill to develop for every profession.
    • New coverage of artificial intelligence.
    • Added coverage of augmented reality.
    • Chapter 8: Divided into two chapters, Objections (chapter 8) and Closing (chapter 9).
    • Heavily revised coverage of what to do when the attempt to close is accepted and rejected.
    • New coverage of remote selling and the pitfalls of digital selling.
    • Much more! See Preface for detailed chapter-by-chapter updates.

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ISBN: 9781948426558

ISBN: 9781948426541