Professional Selling1st Edition
Sales is at the heart of modern business. Understanding and using aspects of sales in order to improve business performance and students’ career prospects is critical. Introducing Hunt/Deitz/Hansen: Professional Selling, because everyone is a salesperson. Developed for today’s instructors to help inspire and motivate. Up-to-date content. Right sized for various course modalities. Highly readable narrative filled with engaging, modern examples.
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
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