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ISBN10: 1264459890 | ISBN13: 9781264459896

* The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.
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Sales is at the heart of modern business. Understanding and using aspects of sales in order to improve for-profit businesses, not-for-profit organizations, and students’ career prospects is a 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.
Introducing Hunt/Deitz/Hansen: Professional Selling, developed for today’s instructors to inspire and motivate tomorrow’s leaders, because everyone is a salesperson.
Three goals of this product are to:
• Provide up-to-date professional selling content that is high quality, socially responsible and right-sized for various course lengths and modalities settings
• Engage students with a highly readable narrative infused with modern and relevant examples
• Integrate cutting-edge digital resources to enhance teaching and learning
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
Accessibility
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For more information, visit our accessibility page, or contact us at accessibility@mheducation.com
Affordability
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