Title Statements
- Full title :Professional selling / Dawn R. Deeter, Kansas State University ; Gary K. Hunter, Clemson University ; Terry W. Loe, Kennesaw State University ; Gregory A. Rich, Bowling Green State University ; Ryan Mullins, Clemson University ; Lisa Beeler, Ohio University ; Wyatt Schrock, Michigan State University.
Edition Statements
- Publication Date:©2021
Publication Statements
- Publisher(s):Chicago Business Press
- Place of Publication:Illinois
- Language:eng
- Publication Date:©2021
Notes
Includes single-user access code for use with CourseBank online instruction.
"Professional Staffing"--[t.p. verso].
The Physical Object
- Description:xiv, 294 pages : : color illustrations ; : 28 cm
Edition Identifiers
- ISBN:9781948426176, 194842617X
- oclc:on1141202730
- LC Classification:HF5438.25
Table of Contents
Sales and today's sales role -- The buying process -- Professionalism and effective communication -- Lead generation and prospecting -- Planning sales calls and presentations -- The sales call -- Making the presentation -- Objections and closing -- Sales negotiation -- Territory, time, and resource management -- Digital sales -- Selling to strategic accounts using customer business development strategies -- Sales ethics -- Role-play.
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