Professional Selling And Sales Management

Differentiating coverage, vs.other books on Selling and Sales Management: • Chapter on Buying goes into comparatively more depth on consumer behavior and buying influences; • Similarly, the Communication chapter provides great detail on personal communication styles, thus benefiting the potential salesperson; • Chapter on Ethics gives more background on ethical decision-making than usually found; • More in-depth material on the selling process – i.e.; overcoming objections and Negotiation –than in competition; • Authors' treatment of Customer Relationship Management is embedded in material and recurs where relevant.• More complete and even-handed treatment of selling and the selling Process than “Faddish” texts, stressing one point-of-view (i.e.; “CRM”);