Selling & sales management : developing skills for success /: developing skills for success. (2021)

• Record Type: Book
• Further Information: Note: Lisa Spiller.
• Authors: Spiller, Lisa
• Contents: Section One: The Foundations – “On the Ground”; Chapter 1: Introducing Ethical Relationship Selling; Chapter 2: Researching and Preparing for Successful Selling; Chapter 3: Planning Strategically for Successful Selling; Section Two: The Selling Process – “Out in the Field”; Chapter 4: Networking and Prospecting with Effectiveness; Chapter 5: Approaching and Communicating with Success; Chapter 6: Listening and Determining Willingness to Buy; Chapter 7: Presenting with Impact and Communicating via Storytelling; Chapter 8: Managing Conflict and Negotiating with Finesse; Chapter 9: Overcoming Objections and Closing the Sale with Satisfaction; Chapter 10: Following-up to Cultivate and Manage Customer Relationships; Section Three: The Evaluation and Sales Management – “Back in the Office”; Chapter 11: Recruiting, Training and Leading Salespeople; Chapter 12: Budgeting and Forecasting Future Sales; Chapter 13: Performing Sales Analytics and Tracking Productivity; Appendix A: Comprehensive Cases in the Sales Industry; Case A: Home Selling with RE/MAX Real Estate Group; Case B: STIHL’s Successful B2B Sales Strategy; Appendix B: Careers in Selling; Appendix C: Self-Selling; Glossary
• Edition: 1st
• Publisher Details: Los Angeles : SAGE
• Publication Date: 2021
• Extent: 1 online resource
• Subjects: 658.85; Selling; Sales management
• Languages: English
• ISBNs: 9781529765847
• Related ISBNs: 9781529712582; 9781529712575
• Notes: Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.