Nguồn ngoài

BMK-2710: Personal Selling - Building Relationships

This course covers the basic principles of personal selling as found in the American business system. The student learns the terms, concepts, and frameworks used by practicing professional salespeople to create win-win partnerships between buyer and seller. The student learns the interpersonal skills used in developing relationship strategies.

Business

Tác giả: Milledge Mosby Jr.
Nhà xuất bản: Prince George's Community College
Nguồn: LibreTexts
Ngôn ngữ: EN
Danh mục: Quản trị kinh doanh

Đọc trực tuyến Tải PDF (nguồn mở)

Mục lục· 99 mục

01: The Power to Get What You Want in Life
1.01: Introduction
1.02: Get What You Want Every Day
1.03: Selling - Heartbeat of the Economy and the Company
1.04: Selling U- The Power of Your Personal Brand
1.05: Review and Practice
02: The Power to Choose Your Path - Careers in Sales
2.01: Introduction
2.02: What Does It Take to Be in Sales
2.03: Sales Channels and Environments - Where You Can Put Your Selling Skills to Work
2.04: Selling U - Resume and Cover Letter Essentials
2.05: Review and Practice
03: The Power of Building Relationships- Putting Adaptive Selling to Work
3.01: Introduction
3.02: The Power of Relationship Selling
3.03: Putting Adaptive Selling to Work
3.04: Selling U - NetworkingThe Hidden Job Market
3.05: Review and Practice
04: Business Ethics - The Power of Doing the Right Thing
4.01: Introduction to Business Ethics
4.02: Business Ethics - Guiding Principles in Selling and in Life
4.03: Policies Practices and Cultures
4.04: Selling U - Selling Your Personal Brand EthicallyResumes and References
4.05: Review and Practice
05: The Power of Effective Communication
5.01: Introduction to Effective Communication
5.02: Ready Set Communicate
5.03: Your Best Behavior
5.04: Selling U - The Power of Informational Interviews
5.05: Review and Practice
06: Why and How People Buy- The Power of Understanding the Customer
6.01: Introduction
6.02: Buying 101
6.03: How the Buying Process Works
6.04: Selling U - Developing and Communicating Your Personal FAB
6.05: Review and Practice
07: Prospecting and Qualifying - The Power to Identify Your Customers
7.01: Introduction
7.02: Its a Process - Seven Steps to Successful Selling
7.03: Prospecting - A Vital Role in the Selling Process
7.04: Go Fish - Resources to Help You Find Your Prospects
7.05: Selling U - How to Use Prospecting Tools to Identify 25 Target Companies
7.06: Review and Practice
08: The Preapproach- The Power of Preparation
8.01: Introduction
8.02: Researching Your Prospect - Going Deeper
8.03: Solving Not Selling
8.04: Getting Smart about Your Sales Call
8.05: Prepare Your Presentation
8.06: Selling U - Six Power-Packed Tools to Let the Right People Know about Your Brand
8.07: Review and Practice
09: The Approach- The Power of Connecting
9.01: Introduction
9.02: First Impressions Make All the Difference
9.03: How to Start Off on the Right Foot
9.04: Choosing the Best Approach for the Situation
9.05: Overcoming Barriers to Success
9.06: Selling U - Whats Your Elevator Pitch for Your Brand
9.07: Review and Practice
10: The Presentation - The Power of Solving Problems
10.01: Introduction
10.02: Preparation - Your Key to Success
10.03: Dress for Success
10.04: Making Your Presentation Work
10.05: How to Use SPIN Selling in Your Sales Call
10.06: Putting It All Together
10.07: Selling U - Selling Yourself in an Interview
10.08: Review and Practice
11: Handling Objections - The Power of Learning from Opportunities
11.01: Introduction to Handling Objections
11.02: Objections Are Opportunities to Build Relationships
11.03: Types of Objections and How to Handle Them
11.04: Selling U - How to Overcome Objections in a Job Interview
11.05: Review and Practice
12: Closing the Sale- The Power of Negotiating to Win
12.01: Introduction
12.02: Closing Starts at the Beginning
12.03: Collaborate to Negotiate
12.04: Selling U - Negotiating to Win for Your Job Offer
12.05: Review and Practice
13: Follow-Up - The Power of Providing Service That Sells
13.01: Introduction
13.02: Follow-Up - The Lasting Impression
13.03: Customer Satisfaction Isnt Enough
13.04: Selling U - What Happens after You Accept the Offer
13.05: Review and Practice
14: The Power of Learning the Ropes
14.01: Introduction
14.02: Managing Yourself Your Income and Your Results
14.03: Motivation Learning Enjoyment Success
14.04: Selling U - Its Your CareerOwn It
14.05: Review and Practice
15: Entrepreneurial Selling- The Power of Running Your Own Business
15.01: Chapter Introduction
15.02: The Power of Entrepreneurship
15.03: Selling Yourself and Your Idea
15.04: Selling U - Inspiration Resources and Assistance for Your Entrepreneurial Journey
15.05: Review and Practice
15.06: Epilogue- Youve Got the Power