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Professional Selling
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Professional Selling

Second Edition
Available with:


January 2023 | 328 pages | SAGE Publications, Inc
Formerly published by Chicago Business Press, now published by Sage

Professional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition 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

Supplements

Instructor Site
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.

LMS cartridge included with this title for use in Blackboard, Canvas, Brightspace by Desire2Learn (D2L), and Moodle

The LMS cartridge makes it easy to import this title’s instructor resources into your learning management system (LMS). These resources include:
  • Test banks
  • Editable chapter-specific PowerPoint® slides
  • Sample course syllabi
  • Lecture notes
  • All tables and figures from the textbook
Don't use an LMS platform?

You can still access the online resources for this title via the password-protected Instructor Resource Site.
Key features
NEW TO THIS EDITION:
  • The new edition is available in Sage Vantage, an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. Select the Vantage tab on this page to learn more.
  • 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.
KEY FEATURES:
  • Application exercises at the end of every chapter reinforce student learning.
  • Chapter 15 focuses on role-play, covering elements and encouraging students to effectively prepare. Worksheets and evaluation rubrics are provided.
Vantage Reference: 
Professional Selling - Vantage Learning Platform

Sage College Publishing

You can purchase this book and request an instructor sample on our US College site:

Go To College Site