Dawn Deeter-Schmelz, Gary Hunter, Terry Loe, Ryan Mullins, Gregory A Rich, Lisa Beeler, Wyatt Schrock

Professional Selling

• Broschiertes Buch

Produktbeschreibung

Professional Selling 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.

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Produktdetails

• Verlag: Sage Publications UK
• Seitenzahl: 320
• Erscheinungstermin: 30. Januar 2020
• Englisch
• Gewicht: 680g
• ISBN-13: 9781948426183
• ISBN-10: 1948426188
• Artikelnr.: 68112281

Inhaltsangabe

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