

Professional Selling, 1st Edition
Purchase Options:
* 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.
Instructor Details
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 1e , 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 Negotiating Win-Win Solutions
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
Main Features
- LMS Integration
- Print/Loose-Leaf Book Add-On Availability
- Presentation Slides & Instructor Resources
- Question & Test Banks
- Adaptive Assignments
- Student Progress Reporting & Analytics
- Essay Prompts
- Polling
- Prebuilt Courses
- Interactive Exercises
- eBook Access (ReadAnywhere App)
- Remote Proctoring (Proctorio)
- Subject-Specific Tools

Affordability
Reduce course material costs for your students while still providing full access to everything they need to be successful. It isn't too good to be true - it's Inclusive Access.

Accessibility
Creating accessible products is a priority for McGraw Hill. We make accessibility and adhering to WCAG AA guidelines a part of our day-to-day development efforts and product roadmaps.
For more information, visit our accessibility page, or contact us at accessibility@mheducation.com
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