| Below is a list of great
Sales Books and other
educational material regarding this subject. We
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bookstore, if you need further information on
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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.
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