1. Professional Selling : A Trust-Based Approach by Thomas N. Ingram, Raymond W. LaForge, Paperback: 352 pages, Publisher: South-Western College
This textbook provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. The chapters can be mixed and matched with sales management chapters from Ingrams Sales Management, Fifth Edition to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.
2. Selling: Building Partnerships, 5/e, with ACT! Express Software by Barton A Weitz, Stephen B Castleberry, Hardcover: 672 pages, Publisher: McGraw-Hill/Irwin
The first text to integrate the partnerships/relationship theme in the selling course. It presents selling theories and skills and encourages the students to practice applying them. This edition features a revision of the traditional selling process, a thorough description of the buying and partnering processes used by business firms and the changes occurring in these processes, how to build a career in selling, an emphasis on the role of the salesperson and highlights the way salespeople use technology to learn about, connect with, and build relationships with their customers.
3. Sales Management by Charles Futrell, Hardcover: 600 pages, Pub: South-Western College
Completely revised and updated for 21st century selling, this popular text has been updated to reflect issues affecting salespeople today and beyond. The most current text on the market, Sales Management focuses on topics most important to todays organizations, including team building, leadership, relationship selling, services and nonprofit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Dr. Futrell empowers students with the tools to win customers for life.
4. The Sales Bible: The Ultimate Sales Resource, Revised Edition by Jeffrey Gitomer, Paperback: 368 pages, Publisher: Wiley
The Sales Bible offers the proven methods and techniques that lead to bigger sales and more loyal customers. Full of practical, hands-on information, it offers everything salespeople need to know to improve their results immediately.
5. Fundamentals of Selling; Customers For Life Through Service, by Charles M. Futrell, Hardcover: 448 pages, Publisher: McGraw-Hill/Irwin
The approach is classic and practical and emphasizes role-play. Written by a salesperson turned teacher, it draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset..
6. Selling Today: Creating Customer Value, Ninth Edition by Gerald L. Manning, Barry L. Reece, Hardcover: 560 pages, Publisher: Prentice Hall
One of the most popular sales information books on the market, offers readers a blend of time-proven fundamentals and new practices needed to succeed in today’s information economy. It emphasizes the need for salespeople to be guided by the new principle of personal selling: establishing partnerships that are maintained by customer value, created by the salesperson. This edition stresses the need for sales professionals to cope with new forces shaping the world of sales and marketing, and emphasizes the strategies for long-term success. It provides comprehensive coverage of consultative selling, strategic selling, partnering, and value-added selling. Sales force automation is also a major theme. For sales and marketing professionals..
7. Intelligent Selling: The Art & Science of Selling Online by Ken Burke, Paperback: 285 pages, Publisher: Multimedia Live
This book is for any manager or executive looking for the right way to sell to customers online. The author presents the Intelligent Selling(tm) strategies and techniques his company uses to help catalogers, retailers, direct marketers, and manufacturers improve customer relations and increase sales by: Increasing conversion rates; Increasing average order size and frequency of purchase; Improving customer loyalty and retention; Reducing abandoned cart rates; Decreasing customer service costs; And improving the overall customer experience.