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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

Professional Selling, 1st Edition

ISBN10: 1264138598 | ISBN13: 9781264138593
By Shane Hunt and John Hansen
© 2022

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* 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.

Additional Product Information:

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. C. Shane Hunt received his PhD in marketing from Oklahoma State University. Shane has won numerous awards for his teaching, including 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 2011 Excellence in Undergraduate Teaching Award, the 2015 Honors Professor of the Year Award, and the 2019 National Teaching Innovation Award presented by the Association of Collegiate Marketing Educators. 

Shane’s research has appeared in the Journal of Personal Selling and Sales Management, the Journal of Business Logistics, and other leading marketing journals. He has presented to numerous organizations including the American Marketing Association and the National Conference in Sales Management. 

After completing his MBA degree, Shane went to work for a Fortune 500 company in Tulsa, Oklahoma, and spent eight years working as a pricing analyst, product manager, and business development manager overseeing numerous strategic initiatives. In addition to his role as a professor, Shane also serves as a consultant, speaker, and board member for businesses and nonprofit organizations across the country. 

Shane is now the Dean of the College of Business and Michael C. Ruettgers Professor of Marketing at Idaho State University. He lives in Pocatello, ID, with his wife, Jenifer, and their two children, Andrew and Sarah.

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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