You are here

Sage online ordering services will be unavailable due to system maintenance on October 3rd between 9:00 am and 5:00 pm UK time If you need assistance, please contact Sage at Thank you for your patience and we apologise for the inconvenience.

Professional Selling

Professional Selling

Second Edition

Other Titles in:
Sales Management

June 2023 | 328 pages | SAGE Publications, Inc

Formerly published by Chicago Business Press, now published by Sage

Professional Selling, 2e covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.

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


For instructors

Please select a format:

Select a Purchasing Option