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Professional Selling
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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 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.

This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo.
  • Learning Platform / Courseware
    Sage Vantage
    is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It's a learning platform you, and your students, will actually love.

  • LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.
 
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

Supplements

Instructor Site
For additional information, custom options, or to request a personalized walkthrough of these resources, please contact your sales representative.

LMS cartridge included with this title for use in Blackboard, Canvas, Brightspace by Desire2Learn (D2L), and Moodle

The LMS cartridge makes it easy to import this title’s instructor resources into your learning management system (LMS). These resources include:
  • Test banks
  • Editable chapter-specific PowerPoint® slides
  • Sample course syllabi
  • Lecture notes
  • All tables and figures from the textbook
Don't use an LMS platform?

You can still access the online resources for this title via the password-protected Instructor Resource Site.

For instructors

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