Selling & sales management :
Spiller, Lisa
Selling & sales management : developing skills for success / Selling and sales management Lisa Spiller. - xx, 529 pages : illustrations ; 25 cm
Includes bibliographical references and index.
Section 1. The Foundations – “On the Ground” --
Ch. 1. Introducing Ethical Relationship Selling --
Ch. 2. Researching and Preparing for Successful Selling --
Ch. 3. Planning Strategically for Successful Selling --
Section 2. The Selling Process – “Out in the Field” --
Ch. 4. Networking and Prospecting with Effectiveness --
Ch. 5. Approaching and Communicating with Success --
Ch. 6. Listening and Determining Willingness to Buy --
Ch. 7. Presenting with Impact and Communicating via Storytelling --
Ch. 8. Managing Conflict and Negotiating with Finesse --
Ch. 9. Overcoming Objections and Closing the Sale with Satisfaction --
Ch. 10. Following-up to Cultivate and Manage Customer Relationships --
Section 3. The Evaluation and Sales Management – “Back in the Office” --
Ch. 11. Recruiting, Training and Leading Salespeople --
Ch. 12. Budgeting and Forecasting Future Sales --
Ch. 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 --
Index.
Whether your are thinking about a career in sales or not, selling is an essential skill for success in today's world and a permanent fixture of commercial life, as we not only sell products and services, but also ourselves, our ideas, and the organisations for which we work.
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.
This textbook is essential reading for classes in selling and sales management and developing selling skills for success!
9781529712575 9781529712582
Selling
Sales management
658.85
Selling & sales management : developing skills for success / Selling and sales management Lisa Spiller. - xx, 529 pages : illustrations ; 25 cm
Includes bibliographical references and index.
Section 1. The Foundations – “On the Ground” --
Ch. 1. Introducing Ethical Relationship Selling --
Ch. 2. Researching and Preparing for Successful Selling --
Ch. 3. Planning Strategically for Successful Selling --
Section 2. The Selling Process – “Out in the Field” --
Ch. 4. Networking and Prospecting with Effectiveness --
Ch. 5. Approaching and Communicating with Success --
Ch. 6. Listening and Determining Willingness to Buy --
Ch. 7. Presenting with Impact and Communicating via Storytelling --
Ch. 8. Managing Conflict and Negotiating with Finesse --
Ch. 9. Overcoming Objections and Closing the Sale with Satisfaction --
Ch. 10. Following-up to Cultivate and Manage Customer Relationships --
Section 3. The Evaluation and Sales Management – “Back in the Office” --
Ch. 11. Recruiting, Training and Leading Salespeople --
Ch. 12. Budgeting and Forecasting Future Sales --
Ch. 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 --
Index.
Whether your are thinking about a career in sales or not, selling is an essential skill for success in today's world and a permanent fixture of commercial life, as we not only sell products and services, but also ourselves, our ideas, and the organisations for which we work.
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.
This textbook is essential reading for classes in selling and sales management and developing selling skills for success!
9781529712575 9781529712582
Selling
Sales management
658.85