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Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors.
Suitable for courses on selling and sales management at all college and university levels.
Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors.
Suitable for courses on selling and sales management at all college and university levels.
Chapter 1: Introducing Ethical Relationship Selling
Chapter 2: Researching and Preparing for Successful Selling
Chapter 3: Planning Strategically for Successful Selling
Section Two: The Selling Process - "Out in the Field"
Chapter 4: Networking and Prospecting with Effectiveness
Chapter 5: Approaching and Communicating with Success
Chapter 6: Listening and Determining Willingness to Buy
Chapter 7: Presenting with Impact and Communicating via Storytelling
Chapter 8: Managing Conflict and Negotiating with Finesse
Chapter 9: Overcoming Objections and Closing the Sale with Satisfaction
Chapter 10: Following-up to Cultivate and Manage Customer Relationships
Section Three: The Evaluation and Sales Management - "Back in the Office"
Chapter 11: Recruiting, Training and Leading Salespeople
Chapter 12: Budgeting and Forecasting Future Sales
Chapter 13: Performing Sales Analytics and Tracking Productivity
Appendix A: Comprehensive Cases in the Sales Industry
Case A: Home Selling with RE/MAX Real Estate Group
Case B: STIHL's Successful B2B Sales Strategy
Appendix B: Careers in Selling
Appendix C: Self-Selling
Glossary
| Erscheinungsjahr: | 2021 |
|---|---|
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781529712575 |
| ISBN-10: | 1529712572 |
| Sprache: | Englisch |
| Autor: | Spiller, Lisa |
| Redaktion: | Spiller, Lisa |
| Hersteller: |
Sage Publications
SAGE Publications Ltd |
| Verantwortliche Person für die EU: | preigu, Ansas Meyer, Lengericher Landstr. 19, D-49078 Osnabrück, mail@preigu.de |
| Maße: | 32 x 189 x 246 mm |
| Von/Mit: | Lisa Spiller |
| Erscheinungsdatum: | 27.10.2021 |
| Gewicht: | 1,506 kg |
Chapter 1: Introducing Ethical Relationship Selling
Chapter 2: Researching and Preparing for Successful Selling
Chapter 3: Planning Strategically for Successful Selling
Section Two: The Selling Process - "Out in the Field"
Chapter 4: Networking and Prospecting with Effectiveness
Chapter 5: Approaching and Communicating with Success
Chapter 6: Listening and Determining Willingness to Buy
Chapter 7: Presenting with Impact and Communicating via Storytelling
Chapter 8: Managing Conflict and Negotiating with Finesse
Chapter 9: Overcoming Objections and Closing the Sale with Satisfaction
Chapter 10: Following-up to Cultivate and Manage Customer Relationships
Section Three: The Evaluation and Sales Management - "Back in the Office"
Chapter 11: Recruiting, Training and Leading Salespeople
Chapter 12: Budgeting and Forecasting Future Sales
Chapter 13: Performing Sales Analytics and Tracking Productivity
Appendix A: Comprehensive Cases in the Sales Industry
Case A: Home Selling with RE/MAX Real Estate Group
Case B: STIHL's Successful B2B Sales Strategy
Appendix B: Careers in Selling
Appendix C: Self-Selling
Glossary
| Erscheinungsjahr: | 2021 |
|---|---|
| Genre: | Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9781529712575 |
| ISBN-10: | 1529712572 |
| Sprache: | Englisch |
| Autor: | Spiller, Lisa |
| Redaktion: | Spiller, Lisa |
| Hersteller: |
Sage Publications
SAGE Publications Ltd |
| Verantwortliche Person für die EU: | preigu, Ansas Meyer, Lengericher Landstr. 19, D-49078 Osnabrück, mail@preigu.de |
| Maße: | 32 x 189 x 246 mm |
| Von/Mit: | Lisa Spiller |
| Erscheinungsdatum: | 27.10.2021 |
| Gewicht: | 1,506 kg |
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