SELL (with CourseMate Printed Access Card) (Engaging 4ltr Press Titles in Marketing)

Making Professional Selling Decisions. Each chapter concludes with one case and two role play activities. Both, cases and role plays are designed to allow students make professional selling decisions applying the set of skills learned in this course. These cases and role plays are based on real-life scenarios and illustrate various selling situations.
The trust-based sales philosophy is the key foundation of this text. This model covers interesting topics such as intense price competition, establishing collaborative dialogues based on the buyer's situation and needs, creating value and developing long-term relationships, strengthening sales call introductions, among others, under an ethical umbrella and trust-based philosophy.
Video package. The video package was developed specifically for this text and provides illustrative role-plays for students and faculty to use. The videos illustrate techniques and selling styles of two individuals competing for the same account.
Role-Plays, Cases, and Continuing Cases. Based on real-life scenarios of salespeople, Role-Plays, Cases and Continuing Case build and enhance students' critical thinking and mastery of selling concepts through hands-on practical activities. Role-Plays and Cases are located at the end of chapter and the Continuing Cases are located at the end of book.
Interactive online materials. Online learning material compliment and reinforce the text while accommodating the many different learning styles of students. Online materials include experiential exercises for each chapter along with additional real-life cases and role-plays. Also available are videos illustrating the different skills and activities covered in the text, interactive quizzing, key term crossword puzzles, flash cards, and more. Created through a "student-tested, faculty-approved" review process with over 200 students and faculty, SELL 3 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 3 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is orga More »