PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including "Developing Professional Selling Knowledge", "Building Professional Selling Skills", and "Making Professional Selling Decisions".
Table of Contents
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.