by Deeter, Hunter, Loe, Rich, Mullins, Beeler, Schrock
ISBN: 978-1-948426-17-6 | Copyright 2021Tabs
Coauthored by faculty from some of most successful sales programs in higher education: Kansas State University, Clemson University, Kennesaw State University, Ohio University, Michigan State University, and Bowling Green State University.
14 chapters and under 300 pages...fits nicely with a typical semester while keeping reading assignments short for students.
Unique chapters on digital sales, customer business development strategies, and role-play.
A pre-built online course with auto-graded assignments for every chapter, compatible with Blackboard, Canvas, D2L, and other LMS.
Applying the Chapter to Salesforce shows students how the content for each chapter relates to the worlds most widely-used CRM.
|CHAPTER 1 Sales and Today's Sales Role (pg. 1)|
|CHAPTER 2 The Buying Process (pg. 23)|
|CHAPTER 3 Professionalism and Effective Communication (pg. 45)|
|CHAPTER 4 Lead Generation and Prospecting (pg. 65)|
|CHAPTER 5 Planning Sales Calls and Presentations (pg. 85)|
|CHAPTER 6 The Sales Call (pg. 105)|
|CHAPTER 7 Making the Presentation (pg. 123)|
|CHAPTER 8 Objections and Closing (pg. 145)|
|CHAPTER 9 Sales Negotiation (pg. 165)|
|CHAPTER 10 Territory, Time, and Resource Management (pg. 185)|
|CHAPTER 11 Digital Sales (pg. 209)|
|CHAPTER 12 Selling to Strategic Accounts using Customer Business Development Strategies (pg. 227)|
|CHAPTER 13 Sales Ethics (pg. 243)|
|CHAPTER 14 Role-Play (pg. 263)|
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