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Professional Selling

Professional Selling

Second Edition

Other Titles in:
Sales Management

May 2023 | 328 pages | SAGE Publications, Inc
Formerly published by Chicago Business Press, now published by Sage

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 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
Chapter 9 Closing
Chapter 10 Sales Negotiation
Chapter 11 Territory, Time, and Resource Management
Chapter 12 Digital Sales
Chapter 13 Strategic Accounts and Team Selling
Chapter 14 Sales Ethics
Chapter 15 Role Play


Instructor Site
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.

LMS cartridge included with this title for use in Blackboard, Canvas, Brightspace by Desire2Learn (D2L), and Moodle

The LMS cartridge makes it easy to import this title’s instructor resources into your learning management system (LMS). These resources include:
  • Test banks
  • Editable chapter-specific PowerPoint® slides
  • Sample course syllabi
  • Lecture notes
  • All tables and figures from the textbook
Don't use an LMS platform?

You can still access the online resources for this title via the password-protected Instructor Resource Site.

Dawn Deeter-Schmelz

Gary Hunter

Terry Loe

Ryan Mullins

Gregory A. Rich

Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal... More About Author

Lisa Beeler

Wyatt Schrock

Also available as a South Asia Edition.

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ISBN: 9781948426541