Professional Salesmanship

Over the past few decades the nature of professional selling has undergone a significant transformation leading to a redefinition of the role of the sales force. While traditional sales approaches still hold relevance there is a growing divide between transactional selling and strategic or consultative selling. In todays professional salesmanship salespeople aim to build professional relationships between buyers and their companies by acting as analysts diagnosticians and advisors to their clients.The field of professional selling and sales management has been experiencing rapid and substantial changes. External market forces combined with internal pressures within businesses have driven the need to enhance sales force effectiveness across various sectors. This comprehensive book addresses these new issues topics methodologies theories concepts tools models and applications in sales and selling. It is a must-read for salespersons and entrepreneurs regardless of whether they sell products or services. Trainers will also find the book immensely valuable for conducting sales training workshops.