Professional Selling: A Trust-Based Approach

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PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions.
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its really an informative book

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examples of sales support

Contents

Overview of Personal Selling
1
The Foundations of Professional Selling
31
Initiating Customer Relationships
137
Developing Customer Relationships
181
Enhancing Customer Relationships
233
Experiential Exercises
297
Glossary
407
Notes
417
Index
423
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