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Professional Selling

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Author(s): Deeter, Hunter, Loe, Rich, Mullins, Beeler, Schrock
Edition: 1
Publisher: Chicago Business Press
Year: 2020

Language: English
Pages: 294
Tags: Selling, Marketing, Business

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