Ise Professional Selling -- Paperback / softback

Hunt, Shane/ Deitz, George/ Hansen, John

Mcgraw-hill Education（2021/04発売）

• 製本 Paperback:紙装版/ペーパーバック版
• 商品コード 9781260597752

Full Description

Sales is at the heart of modern business.  Understanding and using aspects of sales in order to improve for-profit businesses, not-for-profit organizations, and students' career prospects is a critical and relevant to all students, regardless of their major.  Career success for students will be determined in part by how well they tell their personal narrative and sell themselves to employers, investors, or graduate schools.   

Introducing Hunt/Deitz/Hansen: Professional Selling 1e , developed for today's instructors to inspire and motivate tomorrow's leaders, because everyone is a salesperson.

Three goals of this product are to:
• Provide up-to-date professional selling content that is high quality, socially responsible and right-sized for various course lengths and modalities settings
• Engage students with a highly readable narrative infused with modern and relevant examples  
• Integrate cutting-edge digital resources to enhance teaching and learning

Contents

PART ONE Finding Customers and Developing Relationships
1 Everyone Is a Salesperson 
2 Prospecting and Qualifying 
3 Engaging Customers and Developing Relationships 
PART TWO Using Strategies and Tools to Meet Client Needs
4 Social Selling 
5 Sales-Presentation Strategies 
PART THREE Finding and Negotiating Solutions for Customers
6 Solving Problems and Overcoming Objections 
7 Negotiating Win-Win Solutions 
8 Profitology: Pricing and Analytics in Sales 
PART FOUR Achieving Success in a Sales Career
9 Sales Compensation and Career Development 
10 The Psychology of Selling: Knowing Yourself and Relating to Customers