Personal Selling: Function, Theory, and Practice

Personal Selling: Function, Theory, and Practice, 4e introduces sales from a professional, real-world perspective. The authors use their varied selling experiences and strong academic backgrounds to harmonize sound theory and successful practice. Input from top marketing executives further brings key principles to light. The text quickly delves to the heart of the effective sales process: problem or need recognition and problem solving (or need satisfaction). Rather than teaching students how to sell using a standard sales presentation, the authors clearly demonstrate the keys to identifying and meeting prospects' individual needs. The authors emphasize closing after the sale has been made. The text's comprehensive approach gives instructors the option to cover or eliminate certain chapters or portions of chapters, depending on the needs of the class. No matter what the approach, the essence of the successful sales process remains at the core of the text.