Professional Selling: A Trust-Based Approach
Cengage Learning, Feb 5, 2007 - Business & Economics - 464 pages
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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2008 Thomson Learning activities assessment Ball State University behaviors Benefit Statement buyer buyer–seller buyer’s needs buying team clients communication company’s competitive competitors consultative selling Copyright 2008 Thomson customer relationships customer value customer value proposition customer’s delivery develop dialogues and presentations discussion earning commitment effective enhance Ethical Dilemma evaluation example EXERCISE ASSIGNMENT Exhibit follow-up goals identify Illinois State University important individual industry knowledge listening method module nonverbal objections offering organization personal selling potential problems product or service Professional Selling proposal proxemics purchase decision questions re´sume rebuy response Rights Reserved Role play sales aids sales call sales dialogue sales manager sales presentation sales process sales resistance salespeople salesper salesperson seller shredded film situation skills solution specific strategy success suppliers techniques territory tion today’s tomer trust trust-based types typically understanding unethical