Professional Selling

Professional Selling's chapters can be mixed and matched with Sales Management chapters from Ingram's Sales Management, Fourth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Preface

ix

Overview of Personal Selling

1

(22)

Understanding Buyers

23

(32)

Building Trust

55

(28)

Communication Skills

83

(34)

Self-Leadership and Teamwork Skills

117

(32)

Strategic Selling Process

149

(26)

Initiating the Relationship

175

(36)

Appendix 7 Communication Styles

201

(10)

Developing the Relationship

211

(32)

Expanding Customer Relationships

243

(24)

Notes

267

(4)

Credits

271

(2)

Company Index

273

(2)

Name Index

275

(2)

Subject Index

277

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

FREE SHIPPING

Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

Summary

Table of Contents

Supplemental Materials

FREE SHIPPING

Rent More, Save More! Use code: BBRENTAL

5% off 1 book, 7% off 2 books, 10% off 3+ books

Professional Selling

Summary

Table of Contents

Supplemental Materials

Digital License