Professional Selling, 2e
by Deeter, Hunter, Loe, Mullins, Rich, Beeler, Schrock
ISBN: 9781948426541 | Copyright 2024
Coauthored by faculty from some of most successful sales programs in higher education, Professional Selling offers 15 concise chapters, fitting nicely with a typical semester while keeping reading assignments short for students.
New to this edition:
A stand-alone chapter on closing.
SPIN selling frmework is now used for The Sales Call chapter and Role Plays
Other additions and changes include, Chapter 1: Added emphasis about the importance of the sales function to any organization. Added coverage of the concept that sales is an important skill to develop for every profession. Chapter 2: Added coverage of different types of buying decisions. Chapter 3: Added coverage of the value of note-taking. New coverage of virtual sales calls. Chapter 4: New coverage of artificial intelligence. Chapter 5: Heavily revised coverage of the use of mutual connections and interests. Chapter 6: New coverage of SPIN selling. Chapter 7: Added coverage of augmented reality. Chapter 8: Divided into two chapters, Objections (chapter 8) and Closing (chapter 9). Additional examples of language buyers might use to express concerns and objections. New examples of product- and service-specific objections. Expanded coverage of source objections. Fuller perspective on time objections. MANY more examples of salesperson responses to objections. Bolstered discussion of the importance of listening and improved coverage of the LAARC approach. Expanded coverage of forestalling. Additional coverage of feel-felt-found and boomerang methods. Chapter 9 (NEW): New emphasis on the importance of being customer-oriented in closing, and not pushy or manipulative. New coverage on overcoming anxiety when attempting to close. New coverage on the use of trial closes to build confidence. New coverage of buying signals. Expanded coverage of the benefits summary method. Removed the balance sheet method. Removed probing method, as it is better covered in prior chapters. Added examples of the trial offer. New coverage of closing techniques to avoid and why. Heavily revised coverage of what to do when the attempt to close is accepted and rejected. Chapter 12: New coverage of remote selling. New coverage of the pitfalls of digital selling. Chapter 13: Changed emphasis from customer business development to strategic account management. Chapter 14: New coverage of artificial intelligence. Expanded coverage of code of ethics. Chapter 15: Now uses SPIN framework.
|Ch01 Sales and Today's Sales Role (pg. 1)|
|Ch02 The Buying Process (pg. 23)|
|Ch03 Professionalism and Effective Communication (pg. 45)|
|Ch04 Lead Generation and Prospecting (pg. 67)|
|Ch05 Planning Sales Calls and Presentations (pg. 87)|
|Ch06 The Sales Call (pg. 107)|
|Ch07 Making the Presentation (pg. 125)|
|Ch08 Objections (pg. 147)|
|Ch09 Closing (pg. 163)|
|Ch10 Sales Negotiation (pg. 173)|
|Ch11 Territory, Time, and Resource Management (pg. 193)|
|Ch12 Digital Sales (pg. 217)|
|Ch13 Strategic Accounts and Team Selling (pg. 237)|
|Ch14 Sales Ethics (pg. 253)|
|Ch15 Role Play (pg. 273)|
|Notes (pg. 291)|
|Index (pg. 299)|
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