... Robert Smith , Illinois State University ; Ed Snider , Mesa Community College ; William A. Stull , Utah State ... James Madison University . tra , SmithKline Beecham ; Stanley Marcus ; Gerald Mentor , Richard D. Irwin , Inc .
The text provides students with the foundation for understanding the entire selling process including selling as a profession, preparation for relationship selling, the relationship selling process, and keys to a successful selling career.
This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service.
This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service.
The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another ...
The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.
The goal of this text has always been to help ensure that students understand the order of steps within the selling process; to provide numerous examples of what should be in each step; and to show how steps within the selling process ...
ABC's of Relationship Selling Through Service
Abcs of Relationship Selling
The text includes many beneficial features to advance the skills of the sales professional in training such as Facing a Career Challenge, Making the Sales, Selling Globally, Selling Tips and much more.
No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills. This text is one the students keep after the class is over and they use it as a resource in the business world.