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Professional Selling
A Skill-Building Approach
- Aaron Arndt - Old Dominion University
- Nicole Flink - Weber State University, USA
- Barb Barney-McNamara - University of Illinois at Chicago
- Rhett Epler - Old Dominion University
Other Titles in:
Sales Management
Sales Management
March 2027 | 400 pages | SAGE Publications, Inc
Professional Selling: A Skill-Building Approach teaches students the principles of in-person, remote, and digital selling today through active learning. Discussions of modern technologies, social selling, and sales analytics show students how to combine effective face-to-face and remote selling skills with data-driven strategies. Unlike other texts, this book is organized so that students immediately start learning sales skills through exercises, reflection, and discussion. Each chapter offers role-play scenario starters and decision-making scenarios based in the latest research and theory. With this approach, professors will have a ready-to-go resource with many activities to choose from, and students will master their confidence and skills in selling with the latest technologies.
Preface
Acknowledgments
About the Authors
Chapter 1: Professional Selling in a Digital World
Chapter 2: Communication for Success
Chapter 3: Ethics and Legality
Chapter 4: Decision-Making and the Buying Process
Chapter 5: Meetings in the Sales Process
Chapter 6: Prospecting and Pre-Call Research
Chapter 7: First Impressions and Developing Trust
Chapter 8: Needs Discovery and Sales Questioning Methods
Chapter 9: Communicating Value
Chapter 10: Sales Commitment and Addressing Customer Objections
Chapter 11: Negotiations
Chapter 12: Social Selling
Chapter 13: Sales Analytics
Chapter 14: Time and Territory Management
Chapter 15: Sales Careers