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 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.

Produktdetails

• Verlag: Orient Blackswan Pvt Ltd
• 2nd edition
• Seitenzahl: 328
• Erscheinungstermin: 29. Januar 2023
• Englisch
• Abmessung: 272mm x 211mm x 15mm
• Gewicht: 680g
• ISBN-13: 9781948426541
• ISBN-10: 1948426544
• Artikelnr.: 68111924

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