Author Description

The Professional Selling Workbook contains sales exercises compiled from both academic and industry trainers, as well as additional exercises specifically developed for this workbook. Can be used as a stand-alone text for personal selling or as a supplement text for sales management. Features: * The book focuses on the numerous processes and skills inherent to trust-based, relationship selling - not just the simple six or seven traditional selling steps, like the other textbooks. * The Communications modules - on listening skills and questioning skills - and Relationship Development module are unique to this workbook and are not found in any other product on the market. * Exercises include such multiple subprocess and skills as numerous forms of communications and listening, along with relationship development and nurturing. * In addition to the number and variety of exercises available in each section, the workbook offers the instructor a mix of truly experiential exercises, coupled with self-assessment tools and cognitive discussion question, enabling the book to be used both in and out of class to reinforce and enrich reading and lectures. * The workbook thoroughly develops and illustrates the ADAPT methodology for buyer-seller collaboration in needs development. Though similar to SPIN selling, this approach is more readily understood and applied by students in both college and industry classes. * Developed by faculty members actively involved in teaching personal selling and sales management, all exercises have been thoroughly classroom tested and refined to maximise the benefit to students and instructors. * In addition to its outcome-assessment tools, the workbook ties into the AACSB and industry emphasis on enhancing student communications and interpersonal skills. It is further distinguished by its inclusion and coverage of the knowledge and skill requirements evaluated by the Sales and Marketing Executives International salesperson certification program.