Professional Selling 1st Edition by Deeter; Hunter; Loe; Rich; Mullins; Beeler; Schrock 194842617X 9781948426176

Professional Selling 1st Edition Deeter – Ebook Instant Download/Delivery ISBN(s): 9781948426176,194842617X

Product details:

• ISBN 10: 194842617X
• ISBN 13:9781948426176
• Author:Deeter, Hunter, Loe, Rich, Mullins, Beeler, Schrock

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.

Table contents:

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 and Closing
CHAPTER 9 Sales Negotiation
CHAPTER 10 Territory, Time, and Resource Management
CHAPTER 11 Digital Sales
CHAPTER 12 Selling to Strategic Accounts using Customer Business Development Strategies
CHAPTER 13 Sales Ethics
CHAPTER 14 Role-Play

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