Achieving Excellence in Selling

Achieving Excellence in Selling is an outcomes-based, practical 'how to' guide on maximising sales potential. This edition looks at sales and marketing from an increasingly southern African perspective and contains case studies to make the theoretical principles accessible. An increased emphasis on the use of technology throughout the text helps to make the text current.

Readership: Students and practitioners of sales and marketing, marketing communications, consumer behaviour, service quality and sale s management.

Norman Blem, MD, The College of Management Education

1: The marketing mix and the role of selling
2: The managerial and ethical aspects of selling
3: Communication: the art of persuasion
4: Prospecting and the pre-approach to selling
5: The approach to the sale, question techniques, and the sales presentation
6: The anatomy of a sales presentation
7: Handling objections
8: Closing the sale and servicing the customer
9: Negotiating a sale
10: Time and territory management
11: Why people buy products and services
12: Retail selling
13: Power selling to industrial users
14: Selling a service
15: The challenge of telesales
16: Using technology to achieve selling excellence
17: Exhibition and trade show selling
18: Customer bonding and key account management