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.
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
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
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