Professional Selling: 2024 Release ISE （2ND）

Hunt, Shane/ Deitz, George/ Hansen, John

McGraw-Hill Education（2024/04発売）

• 製本 Paperback:紙装版/ペーパーバック版／ページ数 290 p.
• 言語 ENG
• 商品コード 9781266937736
• DDC分類 658.85

Full Description

Hunt/Deitz/Hansen Professional Selling is developed for today's instructors to inspire and motivate tomorrow's leaders, because everyone is a salesperson. Sales is at the heart of modern business.  Understanding and using aspects of sales to improve for-profit businesses, not-for-profit organizations, and students' career prospects is 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. Professional Selling is designed with these key benefits: 
 
•  Current content that is high quality, socially responsible and flexible for various course lengths and modalities settings 
• highly readable narrative infused with modern and relevant examples   
• cutting-edge digital resources to enhance teaching and learning through McGraw Hill Connect®

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 Sales Negotiations
  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