ENGLISH

Sell, 6th Edition

By Thomas Ingram

Book information

ISBN
2017957885, 9781337408004
Language
english
Format
PDF
Filesize
36 MB (37432293 bytes)
Edition
6
Pages
\298
Time added
2020-09-06 21:52:12

Description

Cover Brief Contents Contents Chapter 1: Overview of Personal Selling 1-1 Personal Selling Defined 1-2 Trust-Based Relationship Selling 1-3 Evolution of Professional Selling 1-4 Contributions of Personal Selling 1-5 Alternative Personal Selling Approaches 1-6 The Trust-Based Sales Process 1-7 Sales Careers Study Tools 1 1 Chapter Case 1 Chapter Role Play Chapter 2: Building Trust and Sales Ethics How to Establish Trust 2-1 What Is Trust? 2-2 Why Is Trust Important? 2-3 How to Earn Trust 2-4 Knowledge Bases Help Build Trust and Relationships 2-5 Sales Ethics Study Tools 2 2 Chapter Case 2 Chapter Role Play Chapter 3: Understanding Buyers 3-1 Types of Buyers 3-2 Distinguishing Characteristics of Business Markets 3-3 The Buying Process 3-4 Types of Buyer Needs 3-5 Procedures for Evaluating Suppliers and Products 3-6 Understanding Postpurchase Evaluation and the Formation of Satisfaction 3-7 Types of Purchasing Decisions 3-8 Understanding Communication Styles 3-9 Buying Teams 3-10 Engaging Customers Study Tools 3 3 Chapter Case 3 Chapter Role Play Chapter 4: Communication Skills 4-1 Sales Communication as a Collaborative Process 4-2 Types of Questions Classified by Amount and Specificity of Information Desired Types of Questions Classified by Strategic Purpose 4-3 Strategic Application of Questioning in Trust-Based Selling 4-4 ADAPT Questioning System Using Different Types of Listening 4-5 Active Listening 4-6 Understanding the Superiority of Pictures over Words 4-7 Nonverbal Communication Study Tools 4 4 Chapter Case 4 Chapter Role Play Chapter 5: Strategic Prospecting and Preparing for Sales Dialogue 5-1 The Importance and Challenges of Prospecting 5-2 The Strategic Prospecting Process 5-3 Prospecting Methods 5-4 Developing a Strategic Prospecting Plan 5-5 Gathering Prospect Information to Prepare for Sales Dialogue Study Tools 5 5 Chapter Case 5 Chapter Role Play Chapter 6: Planning Sales Dialogues and Presentations 6-1 Customer-Focused Sales Dialogue Planning 6-2 Sales Communications Formats 6-3 Sales Dialogue Template 6-4 Engaging the Customer Study Tools 6 6 Chapter Case 6 Chapter Role Play Chapter 7: Sales Dialogue: Creating and Communicating Value 7-1 Effective Sales Dialogue 7-2 Encouraging Buyer Feedback 7-3 Creating Customer Value 7-4 Interesting and Understandable Sales Dialogue 7-5 Engaging and Involving the Buyer 7-6 Supporting Product Claims 7-7 Group Sales Dialogue Study Tools 7 7 Chapter Case 7 Chapter Role Play Chapter 8: Addressing Concerns and Earning Commitment Resistance Busters Addressing Concerns 8-1 Anticipate and Negotiate Concerns and Resistance 8-2 Reasons Why Prospects Raise Objections 8-3 Types of Sales Resistance 8-4 Using LAARC: A Process for Negotiating Buyer Resistance 8-5 Recommended Approaches for Responding to Objections 8-6 Securing Commitment and Closing Study Tools 8 8 Chapter Case 8 Chapter Role Play Chapter 9: Expanding Customer Relationships 9-1 Assess Customer Satisfaction 9-2 Harness Technology to Enhance Follow-up and Buyer-Seller Relationships 9-3 Ensure Customer Satisfaction 9-4 Expand Collaborative Involvement 9-5 Work to Add Value and Enhance Mutual Opportunities Study Tools 9 9 Chapter Case 9 Chapter Role Play Chapter 10: Adding Value: Self-Leadership and Teamwork 10-1 Effective Self-Leadership 10-2 Working with Different Levels and Types of Goals 10-3 Account Classification 10-4 Establishing Territory Routing Plans 10-5 Stage Four: Tapping Technology and Automation 10-6 Increasing Customer Value through Teamwork 10-7 Building Teamwork Skills Study Tools 10 10 Chapter Case 10 Chapter Role Play Endnotes Index Review Cards Continuing Cases

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