Professional Personal Selling

Written with the needs of today's breed of highly professional salespeople in mind, this text recognizes the importance of the salesperson as an integral member of a sales and marketing team working together to understand and satisfy the needs of organizational as well as consumer markets. The author presents a mixture of real-world examples of selling situations, selling techniques, and selling and marketing theory to students who are seriously considering personal selling as a career. The work discusses selling as it is in the real world right now, with real-world examples featuring big-name and small-name companies with one important thing in common: they all have professional sales forces; emphasizes organizational selling; offers strong coverage of personal selling both as a career and as the starting point for other careers in marketing and other areas of business; features a unique chapter on Personal Preparation for Sales Success; and disperses international selling topics throughout.