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Professional Selling
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Artikel-Nr:
9781948426541
Veröffentl:
2023
Erscheinungsdatum:
29.01.2023
Seiten:
328
Autor:
Dawn Deeter-Schmelz
Gewicht:
680 g
Format:
272x211x15 mm
Sprache:
Englisch
Beschreibung:
Professional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play.
Chapter 1 Sales and Today¿s Sales RoleChapter 2 The Buying ProcessChapter 3 Professionalism and Effective CommunicationChapter 4 Lead Generation and ProspectingChapter 5 Planning Sales Calls and PresentationsChapter 6 The Sales CallChapter 7 Making the PresentationChapter 8 ObjectionsChapter 9 ClosingChapter 10 Sales NegotiationChapter 11 Territory, Time, and Resource ManagementChapter 12 Digital SalesChapter 13 Strategic Accounts and Team SellingChapter 14 Sales EthicsChapter 15 Role Play