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PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.
Table of Contents
Overview of Personal Selling
The Foundations Of Professional Selling
Building the Trust and Sales Ethics
Initiating Customer Relationships
Prospecting and Preapproach
Planning the Presentation and Approaching the Customer
Developing Customer Relationships
Sales Presentation Delivery
Addressing Concerns and Earning Commitment
Enhancing Customer Relationships
Adding Value: Follow-Up
Adding Value: Self-Leadership and Teamwork
Table of Contents provided by Publisher. All Rights Reserved.