Professional Selling: 2024 Release ISE

Dr. C. Shane Hunt received his PhD in marketing from Oklahoma State University. Shane has won numerous awards for his teaching, including the 2010 National Inspire Integrity Award from the National Society of Collegiate Scholars, the 2010 Lt. Col. Barney Smith Award as Professor of the Year at Arkansas State University, the 2011 Excellence in Undergraduate Teaching Award, the 2015 Honors Professor of the Year Award, and the 2019 National Teaching Innovation Award presented by the Association of Collegiate Marketing Educators.  Shanes research has appeared in the Journal of Personal Selling and Sales Management, the Journal of Business Logistics, and other leading marketing journals. He has presented to numerous organizations including the American Marketing Association and the National Conference in Sales Management.  After completing his MBA degree, Shane went to work for a Fortune 500 company in Tulsa, Oklahoma, and spent eight years working as a pricing analyst, product manager, and business development manager overseeing numerous strategic initiatives. In addition to his role as a professor, Shane also serves as a consultant, speaker, and board member for businesses and nonprofit organizations across the country.  Shane is now the Dean of the College of Business and Michael C. Ruettgers Professor of Marketing at Idaho State University. He lives in Pocatello, ID, with his wife, Jenifer, and their two children, Andrew and Sarah. Dr. George D. Deitz completed his PhD in marketing at the University of Alabama. He is currently the George Johnson Professor in Marketing at the University of Memphis. George has enjoyed the opportunity to teach a wide variety of face-to-face and online courses at the undergraduate, MBA, and doctoral levels. In 2013, George helped found the Consumer Neuroscience Research Laboratory (C-NRL) at Memphis, with the mission of advancing the use of physiological and neurological measurement systems to the study of marketing research questions. His research has been published in Journal of Service Research, Journal of Business Venturing, Journal of Public Policy and Marketing, the Journal of Advertising Research, Journal of Business Logistics, and other leading marketing journals. He has presented at a number of different conferences, including the American Marketing Association and the Academy of Marketing Science. After obtaining his masters degree at West Virginia University, George began his professional career working in college athletic administration at the United States Military Academy at West Point, New York. Following that, he spent nearly a decade working in a variety of sales and sales management roles with several start-up ventures in the software industry. George currently lives in Germantown, Tennessee, with his wife, Kristine. They have three children, Luke, Mark, and Koren. Dr. John D. Hansen is an associate professor of marketing and director of the Center for Sales Leadership at the University of Alabama at Birmingham (UAB). He previously served on the faculty at the University of Southern Mississippi and at Northern Illinois University, and received his Ph.D. from the University of Alabama. Prior to entering academe, he held numerous positions in industry for a Fortune 500 company. John focuses on research issues related to salesperson and front line employee performance in the business and consumer contexts. His research has been accepted for publication in the Journal of Personal Selling and Sales Management, Journal of Business Research, Journal of Business Venturing, Journal of Business Logistics, Journal of Services Marketing, and Industrial Marketing Management. His research has been included in several refereed conference proceedings, and his submissions to the National Conference in Sales Management and Society for Marketing Advances annual conferences were recognized as best papers. John received the Award for Excellence in Teaching by a Doctoral Student while at the University of Alabama and the Presidents Award for Excellence in Teaching at UAB. John lives in Birmingham, Alabama, and has two children, Samuel and Mary Elizabeth.

PART ONE: FINDING CUSTOMERS AND DEVELOPING RELATIONSHIPS 
  1 Everyone Is a Salesperson
  2 Prospecting and Qualifying
  3 Engaging Customers and Developing Relationships

PART TWO: USING STRATEGIES AND TOOLS TO MEET CLIENT NEEDS 
  4 Social Selling
  5 Sales-Presentation Strategies

PART THREE: FINDING AND NEGOTIATING SOLUTIONS FOR CUSTOMERS
  6 Solving Problems and Overcoming Objections
  7 Sales Negotiations
  8 Profitology Pricing and Analytics in Sales

PART FOUR: ACHIEVING SUCCESS IN A SALES CAREER 
  9 Sales Compensation and Career Development
 10 The Psychology of Selling Knowing Yourself and Relating to Customers