Book for practicing professional sales techniques

Author: Raymond A. Avila
Publisher:
Publishing Date: 2003-01-01
Features: The professional sales course focuses on cultivating students' understanding and application of various interpersonal skills and communication methods. Due to its practicality, experienced instructors, whether from corporate or academic institutions, believe that excessive use of traditional lecture-style classes should be reduced. Instead, they recommend more dynamic, highly participatory formats to more effectively explain and demonstrate principles and methods. Furthermore, this highly participatory format's experiential nature provides students with opportunities to practice these principles and further refine their sales skills. This book emphasizes the connection between consultative, needs-based sales, and relationship building. Each exercise is collected from colleges, universities, and corporate training centers nationwide, and is original and developed by experienced instructors and practitioners. Each exercise is highly beneficial to students, which has been tested and proven in the classroom. In fact, the connections proposed in this edition are the result of years of development, testing, and revision by instructors and students from several universities and colleges.