Professional Selling https://www.mheducation.com/cover-images/Jpeg_400-high/1264138598.jpeg 1 2022 9781264138593 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
09781264138593
Professional Selling

Professional Selling, 1st Edition

ISBN10: 1264138598 | ISBN13: 9781264138593
By Shane Hunt, George Deitz, John Hansen

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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 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

PART ONE Finding Customers and Developing Relationships
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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About the Author

Shane Hunt

Dr. Shane Hunt received his Ph.D. in Marketing from Oklahoma State University,
where he was an AMA-Sheth Foundation and National Conference in Sales Management Doctoral Fellow. Shane is the recipient of the 2010 National Inspire Integrity Award from the National Society of Collegiate Scholars; the 2010 Lt. Col. Barney Smith Award as Professor of the Year at Arkansas State University; the 2015 Honors Professor of the Year Award at Arkansas State University; and the 2019 National Teaching Innovation Award from the Association of Collegiate Marketing Educators.


Prior to teaching, Shane used his MBA from the University of Oklahoma working for a Fortune 500 company in Tulsa. He spent eight years as a pricing analyst, product manager, and business development manager overseeing numerous mergers and acquisitions initiatives. Shane’s research has appeared in The Journal of Personal Selling and Sales Management and The Journal of Business Logistics. He has been invited to present to numerous organizations including the American Marketing Association and the National Conference in Sales Management. In addition to his role as a professor and dean, Shane also serves as a consultant, speaker, and board member for businesses and nonprofit organizations across the country.


Today, Shane serves as the dean of the College of Business and a professor of marketing at Idaho State University. He lives in Pocatello, Idaho, with his wife Jenifer; they have two children, Andrew and Sarah.

George Deitz

Dr. Deitz is an Associate Professor in the Department of Marketing and Supply Chain Management and the Director of the Customer NeuroInsights Research Laboratory (CNRL) at The University of Memphis. He received his Ph.D. from The University of Alabama and hold Bachelors and Master’s degrees from West Virginia University. Prior to beginning his academic career, he worked for more than 10 years as a sales and marketing executive for several leading software companies. Dr. Deitz’ substantive research involves strategic marketing issues, primarily in the context of services, retail, and “creative industries” (e.g., software development, film). In his role as Director of FCBE’s new “neuro” lab, he also pursues research opportunities that emphasize the application of physiological and neurological measurement systems in studying the influence of attention and emotion upon decision making. His work has been published in a number of leading journals, including the Journal of Business Venturing, Journal of Services Research, Journal of Public Policy and Marketing, Industrial Marketing Management, Psychology and Marketing, and the Journal of Business Logistics. His research has been recognized at a number of international conferences, including the AMA Summer Educators’ and the Society of Marketing Science conferences. In addition, Dr. Deitz serves on the editorial review board for the Journal of Advertising, the Journal of Supply Chain Management, and the International Journal of Physical Distribution and Logistics Management.

John Hansen

Dr. John D. Hansen is an associate professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham (UAB). He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University, and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous positions in industry for a Fortune 500 company. John focuses on research issues related to salesperson and front line employee performance in the business and consumer contexts. His research has been accepted for publication in the Journal of Personal Selling and Sales Management, Journal of Business Research, Journal of Business Venturing, Journal of Business Logistics, Journal of Services Marketing, and Industrial Marketing Management. His research has been included in several refereed conference proceedings, and his submissions to the National Conference in Sales Management and Society for Marketing Advances annual conferences were recognized as best papers. John received the Award for Excellence in Teaching by a Doctoral Student while at the University of Alabama and the President’s Award for Excellence in Teaching at UAB.


John lives in Birmingham, Alabama, and has two children, Samuel and Mary Elizabeth.

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