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Full Description
As selling continues to grow as a profession, the importance of professional sales education continues to increase in its acceptance and expansion within academia. This Release of ABC's is specifically focused on the core principles of professional selling providing a step-by-step selling process that is universal in nature. This release streamlines the structure and contents to focus on contemporary professional selling, with an emphasis on current practices, and sharpens the focus on the business-to-business realm along with business-to-consumer context. Apart from integrating a more contemporary, professional-selling-based approach, this Release aims to prepare the student for sales technology utilization. Boost engagement and hands-on learning of concepts and role-plays through the integrated technology of McGraw Hill's Connect. Connect features Video Capture powered by GoReact for presentation role-play practice, application-based activities for critical thinking development, and adaptive learning reinforcing core concepts among several others!
Contents
Part 1: Selling as a Profession
1. The Life, Times and Career of the Professional Salesperson
2. Ethics First...then Customer Relationships
Part 2: Preparation for Relationship Selling
3. The Psychology of Selling: Why People Buy
4. Communication for Relationship Building: It's Not All Talk
5. Sales Knowledge: Customers, Products, Technologies
Part 3: The Relationship Selling Process
6. Prospecting-The Lifeblood of Selling
7. Planning the Sales Call is a Must!
8. Carefully Select Which Sales Presentation Method to Use
9. Begin Your Presentation Strategically
10. Elements of a Great Sales Presentation and Discussion
11. Welcome Your Prospect's Objections
12. Closing Begins the Relationship
13. Service and Follow-Up for Customer Retention
Part 4 Achieving and Managing Success
14. Time, Territory and Self-Management: Keys to Success
