Share
Professional Selling
Second Edition
- Dawn Deeter-Schmelz - Kansas State University, Manhattan, KS, USA
- Gary Hunter - University of Mississippi, Oxford, Mississippi, USA
- Terry Loe - Kennesaw State University, GA, USA
- Ryan Mullins - Clemson University, USA
- Gregory Rich - Bowling Green State University, OH, USA
- Lisa Beeler - Clemson University, Clemson, SC, USA
- Wyatt Schrock - Michigan State University, East Lansing, MI, USA
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