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Professional Personal Selling
Details
Description
Description| Publisher | McGraw-Hill Education / Asia |
| Author(s) | Hock Hwa Chia |
| Published | 8th December 2016 |
| Related course codes |
The book "PERSONAL SELLING" is pegged as the primary selling enablement text; dedicated to the development of Sales Professionals of the 21st century.
The publication introduces PERSONAL SELLING as the fundamental approach usually practiced by salespeople during the execution of exchanges in business transactions. Research has shown that the level of success in Personal Selling is in the first instance, dependent on the ability of the seller in selling the seller's personal SPECS (S= Spirit, P= Practice, E= Engagement. C= Close, S= Satisfaction).
With seller's SPECS led transactional success continually reinforced in this manner, a salesperson life time career in Professional Selling is then capable of being steadily advanced as the SPECS factors of the seller are increasingly preferred by the buyer with each exchange accomplished.
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