Professional Personal Selling

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Personal Selling

Author : C. H. Van Heerden
Publisher : Juta and Company Ltd
ISBN 13 : 9780702188602
Total Pages : 340 pages
Book Rating : 4.1/5 (886 download)

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Book Synopsis Personal Selling by : C. H. Van Heerden

Download or read book Personal Selling written by C. H. Van Heerden and published by Juta and Company Ltd. This book was released on 2010-11 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt: Personal selling, the process of person-to-person communication between a salesperson and a prospective customer, is an age-old art. Today it may take place face to face, over the telephone or even through interactive computer links. However, some selling approaches work better than others. In Personal Selling Second Edition, the authors outline the 10 key steps in the selling process that they believe will lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, the book seeks to explain the role and place of personal selling, the impact it has on the economy, and how it ties in with marketing. The importance of communication in the selling task, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included. Key features include: Text boxes with interesting contextual information; Case studies detailing South African examples of selling; General and self-assessment questions to the reader to assist in learning and understanding; Discussion questions at the end of each chapter to encourage debate around the issues presented; A feature from the Direct Selling Association detailing direct selling and member companies which employ direct selling methods; Tables and diagrams to illustrate concepts clearly. Students of personal selling at undergraduate level, as well as practitioners, will benefit from the practical approach taken in this book.

Introduction to Business

Author : Lawrence J. Gitman
Publisher :
ISBN 13 :
Total Pages : 1455 pages
Book Rating : 4./5 ( download)

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Book Synopsis Introduction to Business by : Lawrence J. Gitman

Download or read book Introduction to Business written by Lawrence J. Gitman and published by . This book was released on 2024-09-16 with total page 1455 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduction to Business covers the scope and sequence of most introductory business courses. The book provides detailed explanations in the context of core themes such as customer satisfaction, ethics, entrepreneurship, global business, and managing change. Introduction to Business includes hundreds of current business examples from a range of industries and geographic locations, which feature a variety of individuals. The outcome is a balanced approach to the theory and application of business concepts, with attention to the knowledge and skills necessary for student success in this course and beyond. This is an adaptation of Introduction to Business by OpenStax. You can access the textbook as pdf for free at openstax.org. Minor editorial changes were made to ensure a better ebook reading experience. Textbook content produced by OpenStax is licensed under a Creative Commons Attribution 4.0 International License.

Principles of Personal Selling

Author : Harry Rudolph Tosdal
Publisher :
ISBN 13 :
Total Pages : 778 pages
Book Rating : 4.:/5 (89 download)

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Book Synopsis Principles of Personal Selling by : Harry Rudolph Tosdal

Download or read book Principles of Personal Selling written by Harry Rudolph Tosdal and published by . This book was released on 1925 with total page 778 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Professional Personal Selling

Author : Rolph E. Anderson
Publisher :
ISBN 13 :
Total Pages : 648 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis Professional Personal Selling by : Rolph E. Anderson

Download or read book Professional Personal Selling written by Rolph E. Anderson and published by . This book was released on 1991 with total page 648 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written with the needs of today's breed of highly professional salespeople in mind, this text presents a mixture of real-world examples of selling situations, selling techniques and selling and marketing theory to students who are considering personal selling as a career.

Professional Selling

Author : C. Shane Hunt
Publisher :
ISBN 13 : 9781264138593
Total Pages : 0 pages
Book Rating : 4.1/5 (385 download)

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Book Synopsis Professional Selling by : C. Shane Hunt

Download or read book Professional Selling written by C. Shane Hunt and published by . This book was released on 2021 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The role of selling in our economy and our lives continues to grow. Numerous textbooks and sales courses introduce students to the best practices and importance of sales professionals to every organization. Students and professors want-and deserve-learning and teaching experiences that engage and empower them to appreciate and choose selling as a profession"--

Personal Selling

Author : Rolph E. Anderson
Publisher :
ISBN 13 :
Total Pages : 536 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis Personal Selling by : Rolph E. Anderson

Download or read book Personal Selling written by Rolph E. Anderson and published by . This book was released on 2004 with total page 536 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Personal Selling

Author : Hock-Hwa
Publisher :
ISBN 13 : 9789814742610
Total Pages : 370 pages
Book Rating : 4.7/5 (426 download)

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Book Synopsis Personal Selling by : Hock-Hwa

Download or read book Personal Selling written by Hock-Hwa and published by . This book was released on 2017-10-15 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book Personal selling is pegged as the primary selling enablement text; dedicated to the development of Sales Professionals of the 21st century. The publication introduces Personal selling as the fundamental approach usually practiced by salespeople during the execution of exchanges in business transactions. Research has shown that the level of success in Personal Selling is in the first instance, dependent on the ability of the seller in selling the seller's personal SPECS (S= Spirit, P= Practice, E= Engagement, C= Close, S= Satisfaction). With seller's SPECS led transactional success continually reinforced in this manner, a salesperson life time career in Professional Selling is then capable of being steadily advanced as the SPECS factors of the seller are increasingly preferred by the buyer with each exchange accomplished.

Professional Selling

Author : Dawn Deeter-Schmelz
Publisher : SAGE Publications
ISBN 13 : 1948426552
Total Pages : 328 pages
Book Rating : 4.9/5 (484 download)

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Book Synopsis Professional Selling by : Dawn Deeter-Schmelz

Download or read book Professional Selling written by Dawn Deeter-Schmelz and published by SAGE Publications. This book was released on 2023-01-15 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

The Magic of Selling Big

Author : Ahmed Khaled Shahin
Publisher : Independently Published
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.3/5 (299 download)

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Book Synopsis The Magic of Selling Big by : Ahmed Khaled Shahin

Download or read book The Magic of Selling Big written by Ahmed Khaled Shahin and published by Independently Published. This book was released on 2024-07 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Importance of Personal Selling In today's fast-paced, technology-driven world, personal selling stands out as one of the most effective methods for creating meaningful customer relationships and closing deals. Personal selling is unique in its ability to offer a tailored experience, addressing the specific needs and concerns of individual customers in real time. This direct interaction not only enhances customer satisfaction but also significantly increases the likelihood of a sale. Unlike mass marketing techniques, which often lack a personal touch, personal selling involves a two-way communication process that fosters trust and loyalty. The significance of personal selling extends beyond mere transactions. It involves understanding customer pain points, offering customized solutions, and building long-term relationships. This relationship-centric approach ensures that customers feel valued and understood, leading to repeat business and referrals. In an era where consumers are bombarded with countless marketing messages daily, the personalized touch of a skilled salesperson can cut through the noise and make a lasting impact. The Evolution of Personal Selling The art and science of personal selling have evolved significantly over the years. In the early days, selling was often a door-to-door affair, with salespeople relying on charisma and persistence to close deals. These salesmen of the past had to master the art of persuasion, often with limited information about their customers and products. As markets and technologies advanced, so did the techniques and tools available to sales professionals. The advent of telemarketing and direct mail campaigns marked a shift towards more strategic and scalable approaches. Salespeople began to leverage customer data and market research to tailor their pitches more effectively. Today, personal selling operates in a digital landscape, where information is abundant, and customer expectations are higher than ever. Modern sales professionals use sophisticated tools like Customer Relationship Management (CRM) systems, social media platforms, and data analytics to gather insights and personalize their interactions. The integration of technology has not diminished the importance of the human touch; instead, it has enhanced the ability of salespeople to connect with customers on a deeper level. The digital age has also introduced new challenges and opportunities. Sales professionals must navigate a complex web of online and offline channels, ensuring a consistent and seamless customer experience. Social selling, where salespeople engage with prospects through social media, has become a crucial component of the sales process. These platforms allow for greater reach and engagement but require a nuanced understanding of digital communication and branding.

Selling Today

Author : Gerald L. Manning
Publisher : Pearson Higher Ed
ISBN 13 : 0133766381
Total Pages : 550 pages
Book Rating : 4.1/5 (337 download)

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Book Synopsis Selling Today by : Gerald L. Manning

Download or read book Selling Today written by Gerald L. Manning and published by Pearson Higher Ed. This book was released on 2014-01-27 with total page 550 pages. Available in PDF, EPUB and Kindle. Book excerpt: For courses in Sales and Personal Selling. Extensive, real-world applications, carefully integrated with current personal selling concepts. ¿ Selling Today: Partnering to Create Value helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of “learn by doing” materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this cutting-edge new edition prepares students to succeed as members of a new generation of businesspeople. ¿ MyMarketingLab for Selling Today is a total learning package. MyMarketingLab is an online homework, tutorial, and assessment program that truly engages students in learning. It helps students better prepare for class, quizzes, and exams—resulting in better performance in the course—and provides educators a dynamic set of tools for gauging individual and class progress. ¿ This program will provide a better teaching and learning experience—for you and your students. Here’s how: Improve Results with MyMarketingLab: MyMarketingLab delivers proven results in helping students succeed and provides engaging experiences that personalize learning. Help Students Apply Concepts: The Reality Selling Today Videos—which feature eleven role-play scenarios—allow students to assume the role of a salesperson in selling scenarios that are relevant in today’s competitive environment. Encourage Critical Thinking: Participation in an exciting business entitled Gra Issues provides students with an introduction to a range of real-life ethical dilemmas, and it stimulates in-depth thinking about the ethical consequences of their decisions and actions. Keep Your Course Current and Relevant: A highly interactive simulated website has been added to this edition. Note: You are purchasing a standalone product; MyMarketingLab does not come packaged with this content. If you would like to purchase both the physical text and MyMarketingLab search for ISBN-10: 0133763501/ISBN-13: 9780133763508. That package includes ISBN-10: 0133543382/ISBN-13: 9780133543384 and ISBN-10: 0133766608/ISBN-13: 9780133766608. ¿ MyMarketingLab is not a self-paced technology and should only be purchased when required by an instructor.

Essentials of Personal Selling

Author : Rolph E. Anderson
Publisher :
ISBN 13 :
Total Pages : 496 pages
Book Rating : 4.3/5 (97 download)

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Book Synopsis Essentials of Personal Selling by : Rolph E. Anderson

Download or read book Essentials of Personal Selling written by Rolph E. Anderson and published by . This book was released on 1995 with total page 496 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Personal Selling & Salesmanship

Author : Dr. Gurupada Das
Publisher : Authors Click Publishing
ISBN 13 : 8119368401
Total Pages : 192 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Personal Selling & Salesmanship by : Dr. Gurupada Das

Download or read book Personal Selling & Salesmanship written by Dr. Gurupada Das and published by Authors Click Publishing . This book was released on 2024-05-21 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Personal Selling & Salesmanship" is a comprehensive textbook designed to provide a thorough understanding of the principles, strategies, and techniques essential for success in the field of sales and marketing. Tailored for students pursuing degrees in BCom, MCom, BBA, MBA, and various professional courses, this book comprises eight meticulously crafted chapters, each covering essential aspects of personal selling and sales management. This book delves into every facet of personal selling and salesmanship, offering a holistic perspective that caters to the diverse needs of students and professionals alike. From foundational principles to advanced strategies, each chapter is designed to foster a nuanced understanding of key concepts while facilitating practical application in real-world scenarios. It is my sincere hope that this book serves as a catalyst for personal and professional growth, empowering individuals to thrive in the dynamic world of sales and commerce.

Personal Selling

Author : Anderson Et Al
Publisher : Kendall/Hunt Publishing Company
ISBN 13 : 9781465238726
Total Pages : 0 pages
Book Rating : 4.2/5 (387 download)

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Book Synopsis Personal Selling by : Anderson Et Al

Download or read book Personal Selling written by Anderson Et Al and published by Kendall/Hunt Publishing Company. This book was released on 2014-01-30 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Did you know nearly twenty percent of all college graduates, regardless of major, will start their careers in professional sales? Now is an especially exciting and challenging time to study professional selling. Personal Selling: Building Customer Relationships and Partnerships uses a pragmatic, up-to-date, realistic, upbeat, and professional approach to the study of personal selling (specifically business to business). The text, written in a conversational style, creates diverse "real-world" experiences for students through experiential learning such as Internet exercises, role plays, case studies, and self-assessment tools. To help the reader relate more realistically to a new career in the business-to-business sales field, the publication includes "On the Frontlines: The Life of a Salesperson" vignettes. These features throughout the publication follow the "real-world" personal selling experiences of a recent college graduate. Personal Selling: Building Customer Relationships and Partnerships: Presents considerable theoretical material and depicts practical application of the theory Gives many "real world" company examples that allow students to further enhance their understanding of the concepts. Addresses the increased importance of ethics and legal issues in personal selling and business Describes the use of high-tech tools and the advantages (and a few disadvantages from excessive use) to sell more efficiently and effectively. Embeds "Inside Personal Selling" profiles in each chapter. These profiles present salespeople from diverse backgrounds who sell diverse products for various types of organizations. Features several personal assessment tools for the reader to assess his/her strengths and weaknesses. Topics include those on ethics and communication styles.

Professional Selling

Author : Thomas N. Ingram
Publisher : Thomson South-Western
ISBN 13 : 9780324191110
Total Pages : 0 pages
Book Rating : 4.1/5 (911 download)

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Book Synopsis Professional Selling by : Thomas N. Ingram

Download or read book Professional Selling written by Thomas N. Ingram and published by Thomson South-Western. This book was released on 2004 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's Sales Management, Fifth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.

Contemporary Selling

Author : Mark W. Johnston
Publisher : Routledge
ISBN 13 : 1136324453
Total Pages : 685 pages
Book Rating : 4.1/5 (363 download)

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Book Synopsis Contemporary Selling by : Mark W. Johnston

Download or read book Contemporary Selling written by Mark W. Johnston and published by Routledge. This book was released on 2013-08-15 with total page 685 pages. Available in PDF, EPUB and Kindle. Book excerpt: Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The latest edition incorporates a new chapter on social media and technology-enabled selling, as well as a new chapter on selling globally. To support student engagement, the book also features: ‘Expert Advice’ chapter openers showing how each chapter’s sales concepts are applied in the real world In-chapter ‘Ethical Dilemmas’ that help students identify and handle effectively the numerous ethical issues that arise in selling Mini-cases to help students understand and apply the principles they have learned in the classroom Role-plays at the end of each chapter enabling students to learn by doing Special appendices on selling math and developing a professional sales proposal Video material available on the Companion Website, featuring new content with sales experts discussing best sales practices from a recent PBS special on selling produced by Chally Group Worldwide. Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415523509 .

Personal Selling

Author : Frank Brennan
Publisher :
ISBN 13 : 9780574206855
Total Pages : 484 pages
Book Rating : 4.2/5 (68 download)

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Book Synopsis Personal Selling by : Frank Brennan

Download or read book Personal Selling written by Frank Brennan and published by . This book was released on 1983 with total page 484 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Oxford Handbook of Strategic Sales and Sales Management

Author : David W. Cravens
Publisher : OUP Oxford
ISBN 13 : 019164174X
Total Pages : 664 pages
Book Rating : 4.1/5 (916 download)

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Book Synopsis The Oxford Handbook of Strategic Sales and Sales Management by : David W. Cravens

Download or read book The Oxford Handbook of Strategic Sales and Sales Management written by David W. Cravens and published by OUP Oxford. This book was released on 2012-11-22 with total page 664 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Oxford Handbook of Strategic Sales and Sales Management is an unrivalled overview by leading academics in the field of sales and marketing management. Sales theory is experiencing a renaissance driven by a number of factors, including building profitable relationships, creating/delivering brand value, strategic customer management, sales and marketing relationships, global selling, and the change from transactional to customer relationship marketing. Escalating sales and selling costs require organisations to be more focused on results and highlight the shifting of resources from marketing to sales. Further the growth in customer power now requires a strategic sales response, and not just a tactical one. The positioning of sales within the organisation, the sales function and sales management are all discussed. The Handbook is not a general sales management text about managing a sales force, but will fill a gap in the existing literature through consolidating the current academic research in the sales area. The Handbook is structured around four key topics. The first section explores the strategic positioning of the sales function within the modern organisation. The second considers sales management and recent developments. The third section examines the sales relationship with the customer and highlights how sales is responding to the modern environment. Finally, the fourth section reviews the internal composition of sales within the organisation. The Handbook will provide a comprehensive introduction to the latest research in sales management, and is suitable for academics, professionals, and those taking professional qualifications in sales and marketing.