Selling & Sales Management:Developing Skills for Success

图书简介

Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. 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.

Section One: The Foundations – “On the Ground” \\ 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

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Selling & Sales Management:Developing Skills for Success 行销与销售管理：培养成功技能 商业经济学

Selling & Sales Management:Developing Skills for Success

行销与销售管理：培养成功技能
商业经济学