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Professional Selling: A Trust-Based Approach By Thomas N. IngramRaymond W. LaForgeRamon A. AvilaJr., Charles H. SchwepkerMichael R. Williams ( South-Western College Pub )
Release Date: 2007-02-05
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Product Description
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.
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Worth selling ( tuckercox )
I used parts of this book to teach my pro selling class this past spring (2007) at The University of Georgia. It is well organized. Writing is clear, succinct and easy to understand. Graphs, charts, drawings and pictures effectively illustrate principles of selling the authors emphasize. Cases at the end of each chapter are acceptable. Some are more challenging than others. I would like to see more role play and emphasis on using a contact manager like ACT!, but this is minor. The book's organization is very good. Overall, this is a excellent text for upper level, undergraduate students that want an introduction to the fundamentals of professional selling.
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Good Pointers on Succeeding in Sales ( mjt49er )
The main theme of Professional Selling: A Trust-Based Approach focuses on how the sales professional can increase sales through trust earned with customers.
Important points covered by the authors include:
1. Today's successful salesperson is a better listener than talker and emphasizes relationships instead of high pressure sales.
2. Types of personal selling approaches.
3. The importance of trust and how salespeople can earn it.
4. 6 primary facets of effective listening.
5. Initiating a harmonious atmosphere and displaying proper etiquette and grooming are very important in making a favorable first impression.
6. Summaries of the different types of approaches salespeople may use in a sales call.
7. Reasons why customers resist buying.
8. Techniques to get a commitment from a customer.
9. Repeat business is the lifeline of any business. While new business is important, it is more important to keep existing customers happy.
10. Tips on handling customer complaints.
While the book is meant to be more of a college textbook instead of something you may find by Zig Ziglar, John Maxwell, and others, the title contains good practical advice for the beginning or veteran salesperson. Having been in sales for over 10 years, I still benefitted from reading the book and will apply the pointers in future sales calls.
While the book is pricey compared to other authors (Ziglar, etc.), the book would be an excellent sales class taught at the college level.
Recommmended. Read and enjoy!
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