000			03488cam a2200313 i 4500
001			22003958
003			MIUC
005			20230201135550.0
008			230130t20222022enka b 001 0 eng d
020			_a9781529712575 _q(paperback)
020			_a9781529712582
040			_aYDX _beng _cYDX _dBDX _dUKMGB _dOCLCO _dOCLCF _dQGY _dOCLCO _erda _dNLSHB _dOCLCO _dCDN _dZAQ _dDLC _dMIUC
082	0	4	_a658.85 _223
100	1		_aSpiller, Lisa _eauthor _95596
245	1	0	_aSelling & sales management : _bdeveloping skills for success / _cLisa Spiller.
246	3	0	_aSelling and sales management
264		1	_aLondon : _bSage, _c[2022]
264		4	_c©2022
300			_axx, 529 pages : _billustrations ; _c25 cm
336			_atext _btxt _2rdacontent
337			_aunmediated _bn _2rdamedia
338			_avolume _bnc _2rdacarrier
504			_aIncludes bibliographical references and index.
505	1		_aSection 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.
520			_aWhether 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!
650		0	_aSelling _93138
650		0	_aSales management _93127
942			_2ddc _cBK