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Professional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the
Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play.
List of contents
Chapter 1 Sales and Today¿s Sales Role
Chapter 2 The Buying Process
Chapter 3 Professionalism and Effective Communication
Chapter 4 Lead Generation and Prospecting
Chapter 5 Planning Sales Calls and Presentations
Chapter 6 The Sales Call
Chapter 7 Making the Presentation
Chapter 8 Objections
Chapter 9 Closing
Chapter 10 Sales Negotiation
Chapter 11 Territory, Time, and Resource Management
Chapter 12 Digital Sales
Chapter 13 Strategic Accounts and Team Selling
Chapter 14 Sales Ethics
Chapter 15 Role Play
About the author
Gregory A. Rich (Ph.D. from Indiana University, 1995) is a Professor of Marketing whose research has focused primarily on how leadership theory impacts the management of salespeople. Greg has published 15 articles in a variety of marketing and organizational behavior journals, including Journal of the Academy of Marketing Science, Personnel Psychology, Journal of Personal Selling and Sales Management, and Journal of Business Research. He is the author of a sales management textbook, co-author of a professional selling textbook, and co-developer of the management simulation game Cantopia. He is on the editorial review board of the Journal of Professional Selling and Sales Management. For over 20 years, Greg has served as a sales coach of students competing at the National Collegiate Sales Competition and other similar events. In 2020, he was named Sales Educator of the Year by the American Marketing Association Selling and Sales Management SIG.
