Title Details: | |
The power of selling |
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Authors: |
Boukouvala, Vasiliki (Ed.), (Tr.) Theodoridis, Prokopis (Ed.), (Tr.) |
Subject: | LAW AND SOCIAL SCIENCES > ECONOMIC SCIENCES > BUSINESS ADMINISTRATION AND BUSINESS ECONOMICS; MARKETING; ACCOUNTING LAW AND SOCIAL SCIENCES > ECONOMIC SCIENCES > BUSINESS ADMINISTRATION AND BUSINESS ECONOMICS; MARKETING; ACCOUNTING > BUSINESS ADMINISTRATION LAW AND SOCIAL SCIENCES > ECONOMIC SCIENCES > BUSINESS ADMINISTRATION AND BUSINESS ECONOMICS; MARKETING; ACCOUNTING > MARKETING AND ADVERTISING LAW AND SOCIAL SCIENCES > PSYCHOLOGY > CONSUMER PSYCHOLOGY LAW AND SOCIAL SCIENCES > PSYCHOLOGY > CONSUMER PSYCHOLOGY > CONSUMER ATTITUDES AND BEHAVIOUR LAW AND SOCIAL SCIENCES > PSYCHOLOGY > CONSUMER PSYCHOLOGY > MARKETING AND ADVERTISING |
Keywords: |
Sales
Marketing Brand Selling Process CRM Sales Management |
Description: | |
Abstract: |
This book "The Power of Selling" is written for marketing, sales and business administration courses. It is a manual that connects theory with practice through a multitude of examples.
"The Power of Selling" answers in questions such as: "What makes someone successful in sales?" "Is there a successful sales process?" and delivers an engaging and interactive experience for both instructor and students through three elements:
1. Content: In addition to the basic principles of sales, the effect of Sales 2.0 on each stage of the sales process is analyzed, including the effective way of utilizing interactive tools such as Facebook, Twitter, LinkedIn, blogs, etc.
2. Selling U: This is the last section of each chapter. It applies the concepts covered in each chapter to a student’s job search. What makes The Power of Selling different is that Selling U is integrated into every chapter, which make this text the ultimate guide to selling yourself.
3. The Power of Selling LinkedIn Group. This group was created for this book. It is a great tool for students and faculty alike to network, engage in discussions, ask questions and connect with the real world of sales.
The book begins by developing introductory elements for sales, branding, and marketing. Next, the concept of customer value, the power of relationship development and the tools available to the salesperson to achieve this relationship are presented. This is followed by the development of the concepts of ethics, communication, and consumer behavior during the sales process. Then the seven steps of the sales process are analyzed, namely prospecting and evaluation, pre-approach, approach, presentation, overcoming objections, close and follow-up. Finally, the job position of the salesperson is described, and reference is made to the "sale" of the own business.
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Linguistic Editors: |
Kalofolia, Myrto |
Graphic Editors: |
Kalogera, Maria |
Other contributors: |
Writer of the original textbook: Kimberly Richmond |
Type: |
Other kind of textbook |
Creation Date: | 27-05-2024 |
Item Details: | |
ISBN |
978-618-228-167-3 |
License: |
Attribution - NonCommercial - ShareAlike 4.0 International (CC BY-NC-SA 4.0) |
DOI | http://dx.doi.org/10.57713/kallipos-398 |
Handle | http://hdl.handle.net/11419/11715 |
Bibliographic Reference: | Boukouvala, V. (Ed.), & Theodoridis, P. (Ed.). (2024). The power of selling [Other kind of textbook]. Kallipos, Open Academic Editions. https://dx.doi.org/10.57713/kallipos-398 |
Language: |
Greek |
Consists of: |
1. The power to get what you want in life 2. The power to choose your path: Careers in sales 3. The power of building relationships: Putting adaptive selling to work 4. Business ethics: The power of doing the right thing 5. The power of effective communication 6. Why and how people buy: The power of understanding the customer 7. Prospecting and qualifying: The power to identify your customers 8. The preapproach: The power of preparation 9. The approach: The power of connection 10. The presentation: The power of solving problems 11. Handling objections: The power of learning from opportunities 12. Closing the sale: The power of negotiating to win 13. Follow-up: The power of providing service that sells 14. The power of learning the ropes 15. Entrepreneurial selling: The power of running your own business |
Number of pages |
514 |
Publication Origin: |
Kallipos, Open Academic Editions |
User comments | |
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