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

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Summary

Table of Contents

Supplemental Materials