Modern Sales Practice - (2nd Edition)

Author: Li Hongmei
Publisher:
Publish Date: 2006-08-01
Features: This book is a recommended teaching material by the Department of Vocational Education and Adult Education of the Ministry of Education. It is extensively revised and written based on the teaching practices of many schools in the first edition. The book systematically and concisely elaborates on modern sales promotion overview, finding customers, developing sales plans, approaching customers, sales negotiation, handling customer objections, closing deals, customer relationship management, and sales management. The book treats "Developing Sales Plans" and "Customer Relationship Management" as separate chapters, meeting market needs and adapting to the development of the situation. In terms of presentation, the book has changed from the traditional model of focusing on theoretical knowledge, simplifying theoretical content, and adhering to the principle of "enough and practical," aiming to provide students and sales personnel with a working manual. It includes numerous charts and examples, and each chapter is supplemented with case studies, discussion questions, chapter summaries, exercises and practical training, reading materials, and recommended resources. This book can be used as a textbook for marketing, modern logistics, e-commerce, and other professional programs in secondary vocational schools, as well as for adult education, corporate training, and self-study for sales personnel. The book is also accompanied by an electronic teaching resource package (including a teaching guide, electronic lesson plans, and answer keys to exercises), details of which can be found in the preface.