Business

Appropriate for undergraduate college level marketing and business courses in Principles of Selling and Introduction to Promotion. It is also useful as a supplementary text for courses in Sales Management.

This text takes a skills-based approach to providing the practical, hands-on training necessary for success in personal selling. Focusing entire chapters on the separate skills that are critical in sales, the book leads students through the entire selling process.

• Devotes entire chapters to the individual aspects of successful sales and provides the knowledge students can actually use. Among these are personality, image, attitude, rules of persuasion, and personal time management. Pg.___

• Includes a unique chapter on Creating a Professional Image not found in any other book on selling. This chapter was created with the aid of a prominent image consultant. Pg.___

• Technology in selling is covered in-depth:

  • Using email for selling and follow-up.

  • The Internet as a sales tool.

  • Generating new customers on the Internet.

  • Cellular phones.

• Includes practical day-to-day information such as building a prospect profile and how to learn the state of a prospect's decision. Pg.___

• Practical exercises such as “Selling a House” are found throughout the text to teach students the difference between product features and customer benefits. Pg.___

• Provides a number of important pedagogical aids: Pg.___

  • Dialogue-style cases provide students with an opportunity to rewrite the dialogue of an actual selling situation. Pg.___

  • Role plays allow students to practice the concepts and techniques they have learned within a simulated selling situation. Pg.___

  • Experience-sharing exercises allow students with selling experience to share their knowledge with other students. Pg.___

  • End-of-chapter questions ensure that students retain the material presented in each chapter. Pg.___

 1. The Nature of Selling.


 2. Establishing Meaningful Communication.


 3. Locating and Identifying Prospects.


 4. Understanding Prospects.


 5. Understanding Buying Behavior.


 6. Opening Your Sales Presentation.


 7. Setting the Objectives of Your Presentation and Building Prospect Confidence.


 8. Enhancing Understanding and Establishing Believability.


 9. The Setting of Your Sales Presentation.


10. Your Sales Presentation.


11. The Nature of Sales Resistance.


12. Responding to Sales Resistance.


13. Closing and Servicing the Sale.


14. The Selling Personality.


15. A Professional Image.


16. Attitude: The Key to Success.


17. Managing Your Time and Your Territory.


18. Retail, Industrial Selling, and Telemarketing.


19. Legal and Ethical Issues in Selling.

Introduction to Selling (Business Studies)
Introduction to Selling [CORE TEXTS] (Marketing)

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Pearson Higher Education offers special pricing when you choose to package your text with other student resources. If you're interested in creating a cost-saving package for your students, contact your Pearson Higher Education representative for pricing and ordering information.

Pearson Higher Education offers special pricing when you choose to package your text with other student resources. If you're interested in creating a cost-saving package for your students contact your Pearson Higher Education representative.