Professional Selling [Paperback]

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 Dawn Deeter-Schmelz et al., the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play.

Also available in Sage Vantage, an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Learn more about 978-1-0719-3095-3, Professional Selling - Vantage Learning Platform, Second Edition.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 Dawn Deeter-Schmelz et al., the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play.

Also available in Sage Vantage, an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Learn more about 978-1-0719-3095-3, Professional Selling - Vantage Learning Platform, Second Edition.Chapter 1 Sales and Today's Sales Role
Chapter 2 The Buying Process
Chapter 3 Professionalism and Effective Communication
Chapter 4 Lead Generation and Prospecting
Chapter 5 Planning Sales Calls and Presentations
Chapter 6 The Sales Call
Chapter 7 Making the Presentation
Chapter 8 Objections