Professional Selling
A Trust-based Approach
4th Edition
Will be published approx. on 1. February 2007
Book
Paperback/Softback
464 pages
978-0-324-53809-0 (ISBN)
Description
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.
More details
Edition
4th edition
Language
English
Place of publication
Mason, OH
United States
Publishing group
Cengage Learning, Inc
Target group
College/higher education
Dimensions
Height: 275 mm
Width: 216 mm
Thickness: 18 mm
Weight
962 gr
ISBN-13
978-0-324-53809-0 (9780324538090)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
Thomas N. Ingram (Ph.D., Georgia State University) is professor emeritus of marketing and department chair at Colorado State University. Before commencing his academic career, he worked in sales, product management, and sales management with Exxon and Mobil. Tom is a recipient of the Marketing Educator of the Year award given by Sales and Marketing Executives International (SMEI). He was honored as the first recipient of the Mu Kappa Tau National Marketing Honor Society recognition award for Outstanding Scholarly Contributions to the Sales Discipline. The University Sales Center Alliance has designated Professor Ingram as a Distinguished Sales Educator for his long-term contributions to sales education. Tom has served as the editor of the Journal of Personal Selling & Sales Management, chair of the SMEI Accreditation Institute, and as a member of the Board of Directors of SMEI. He is the former editor of the JOURNAL OF MARKETING THEORY & PRACTICE. Tom�s primary research is in personal selling and sales management. His work has appeared in the JOURNAL OF MARKETING, JOURNAL OF MARKETING RESEARCH, JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, and the JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, among others. He is the coauthor of one of the ��Ten Most Influential Articles of the 20th Century�� as designated by the Sales and Sales Management Special Interest Group of the American Marketing Association.
Content
Module 1: Overview of Personal Selling. Appendix 1: Sales Careers. Part 1: THE FOUNDATIONS OF PROFESSIONAL SELLING. Module 2: Building the Trust and Sales Ethics. Module 3: Understanding Buyers. Module 4: Communication Skills. Part 2: INITIATING CUSTOMER RELATIONSHIPS. Module 5: Prospecting and Preapproach. Module 6: Planning the Presentation and Approaching the Customer. Part 3: DEVELOPING CUSTOMER RELATIONSHIPS. Module 7: Sales Presentation Delivery. Module 8: Addressing Concerns and Earning Commitment. Part 4: ENHANCING CUSTOMER RELATIONSHIPS. Module 9: Adding Value: Follow-Up. Module 10: Adding Value: Self-Leadership and Teamwork. Experiential Exercises. Glossary. Notes. Index.