Binding: Paperback Dewey Decimal Number: 381 EAN: 9780324538090 ISBN: 032453809X Label: South-Western College Pub Manufacturer: South-Western College Pub Number Of Items: 1 Number Of Pages: 480 Publication Date: February 05, 2007 Publisher: South-Western College Pub Sales Rank: 10103 Studio: South-Western College Pub
Product DescriptionPROFESSIONAL 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.
Customer Reviews
Average Rating:
Rating: - Worth selling
I used parts of this book to teach my pro selling class this past spring (2007) at The University of Georgia. It is well organized. Writing is clear, succinct and easy to understand. Graphs, charts, drawings and pictures effectively illustrate principles of selling the authors emphasize. Cases at the end of each chapter are acceptable. Some are more challenging than others. I would like to see more role play and emphasis on using a contact manager like ACT!, but this is minor. The book's organization ... Read More
Rating: - Good Pointers on Succeeding in Sales
The main theme of Professional Selling: A Trust-Based Approach focuses on how the sales professional can increase sales through trust earned with customers.
Important points covered by the authors include:
1. Today's successful salesperson is a better listener than talker and emphasizes relationships instead of high pressure sales.
2. Types of personal selling approaches.
3. The importance of trust and how salespeople can earn it.
4. 6 primary facets of effective ... Read More
