"The role of selling in our economy and our lives continues to grow. Numerous textbooks and sales courses introduce students to the best practices and importance of sales professionals to every organization. Students and professors want-and deserve-learning and teaching experiences that engage and empower them to appreciate and choose selling as a profession"--

Being a professional sales person is a noble profession. Professional sales people help individuals and organizations make some of the most important decisions. Success in sales takes talent, skills, discipline, practice and, most importantly, honesty with a genuine concern for the client. Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional's Playbook focuses on how to help sales professionals take their sales from poor or mediocre to surpassing limitless expectations. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career. The Sales Professional's Playbook is a book written for sales professionals - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined takes a sales professional who is willing to prepare and practice, which allows persuasion to be a thing of the past. Mastering these professional selling skills will: * Improve confidence * Improve skills and abilities * Improve professionalism * Increase sales and profits Being a professional sales person is hard work but, more importantly, very rewarding. Don't wait for something to happen or someone to do something. Take control of your success and make the call!

Text book on successful selling for universities, community colleges, companies and others interested in the topic.

Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies through the approach of highlighting detailed aspects of each step in the sales process, from lead generation to closing. Coauthored by faculty from some of most successful sales programs in higher education, this insightful text also offers unique chapters on digital sales, customer business development strategies, and role-play.

TEXT FOR AUTHOR BIO: B. Robert Anderson is a Professional Salesperson who revels in the work. Toward that end he has incorporated 50 years of experience and knowledge into eminently usable form. Among other things he has served as editor of a trade publication, owner of a distribution company, head of ANDERSON ASSOCIATES, a management consulting firm, and author of over 800 articles and books. TEXT FOR BOOK DESCRIPTION: Selling is a learned profession. When the techniques of seling are applied creatively, the principles lead to success. Four editions strong, Professonal Selling continues to meet the challenges of selling head-on. Author B. Robert Anderson leads readers through a complete, non-sexist survey of basic skills that dissects every phase of the sale while focusing on how to put together a complete sales plan. You'll find all the ingredients necessary to understand each individual segment of the sale. Anderson provides real problems drawn from the field, hands-on exercises, a glossary, and end-of-chapter questions and discussioons with actual salespeople.

Professional Selling: Types, Approaches and Management is an essential guide that covers the role of professional selling as part of an organization’s integrated marketing system. It presents, in detail, the various types of professional selling functions as well as the process of presenting a product to a customer and closing a sale. It describes how a professional salesperson should follow up after a sale in order to maintain customer satisfaction and develop a long-term relationship. This professional reference goes global, too, by discussing sales and negotiation activities in different cultures. The book does more than discuss the steps of selling; it also includes comprehensive information about what it takes to manage key accounts as well as salespeople, especially recruitment, training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve its objectives. Salespeople and managers alike will benefit from the knowledge and guidance provided in Professional Selling: Types, Approaches and Management.

The message I have for salespeople is based on the knowledge and experience I have acquired from over 45 years of real world selling, sales management, sales training and management of customer service/support centers. The knowledge and insights I want to pass along with my book have not been learned in sales training classes and seminars I have attended or books I have read. The finer selling and human relation techniques I have developed and presented in my book have been learned in the real world of selling. This book is intended to make salespeople aware of the advanced techniques of how to become a successful professional salesperson. These techniques will enable salespeople to attain a higher level of professionalism, confidence, enthusiasm and success when selling. They will be able to separate themselves as true professionals from the crowded field of other capable sales people in their lines of business. My objective is to pass along the knowledge and insights that I have acquired throughout my years of real world selling. This book identifies common selling mistakes and how to avoid them. This book will also reveal to you the many proven, successful selling techniques that I have learned and developed over the years. By learning, understanding and applying these finer techniques of selling, you will be able to further develop your existing selling talents, abilities and skills into your own personalized "art form" of selling! Another purpose of this book is to present guidelines on how to develop, practice and implement techniques for successful, professional selling based on common sense and ethics. Using a common sense approach towards selling will build upon the fact that becoming a successful salesperson involves maintaining a positive frame of mind. It has to do with how you think. It has to do with how you approach selling in your mind and place trust in your intuition. A successful salesperson's two most valuable assets are their mind and their time. Ethics is presented as a key approach. Ethics is such an important topic that I felt the need to instruct salespeople on how to professionally develop and earn their customer's confidence and trust based on ethical business practices. This book will present information and examples on how to develop professional selling skills based on ethical standards. These standards will relate directly to your moral character. The strength of you character will be based on your ability to develop and adhere to high moral standards and principles that will help to set you apart from other salespeople. This book is divided into two sections. The first section examines "Selling Essentials." In the second section, I focus on the "Secrets Of Selling" where I reveal my "120 Fundamental Secrets Of Professional Salespeople." The information, suggestions, techniques, strategies and insights in this book are candid, straightforward, realistic and in focus. They are presented in a condensed form so that they can be easily remembered, referred to and applied on a daily basis. The chapters are designed to be easily read, digested and implemented by the reader. The brevity of some chapters is intended to appeal to people seeking real world, practical, no-nonsense answers to making themselves better salespeople and, therefore, making their sales team more effective.