SELL

THIS EDITION COMBINES REAL WORLD EXPERIENCES WITH RESEARCH. Unlike most contemporary selling textbooks, SELL blends real selling experiences with the latest research to present high-performance selling activities and methods. The book sequentially presents current and emerging practices – to demonstrate the processes and activities of successful sales professionals across a variety of business sectors.

PRESENTATION IS BASED ON CONTINUE RESEARCH INTO LEARNER'S WORKFLOWS AND STUDY PREFERENCES. Like all 4LTR Press texts, this edition is created from ongoing research into the learning workflows and experiential preferences of today's students. With this design and variety of activities, SELL is able to provide an engaging and experiential learning experience for students, no matter what their learning style.

ACTIVITIES ARE DESIGNED FOR EASY USE BY INSTRUCTORS OR GRADUATE ASSISTANTS. The activities in this edition, such as Role Play activities, are created to be easily integrated into your course by you or your graduate assistants.

CONTINUOUS END-OF-CHAPTER CASE EMPHASIZES ACTUAL PROESSIONAL CHALLENGES. This ongoing case helps you bring to life real sales career challenges so students can practice applying the principles they've learned in each chapter.

APPROACH APPEALS TO STUDENTS OF ALL LEARNING STYLES. Coupled with straightforward course management, assessment and analytics for you, the instructor, this edition engages students of all learning styles. The book's content and approach integrate seamlessly into your course, setting the stage for thinking critically about the principles of selling.

SHORTER, COMPREHENSIVE CHAPTERS IN A MODERN DESIGN APPEAL TO STUDENTS. This edition presents content in a more engaging, accessible format that increases the number of students who read the chapter without minimizing coverage for your course.

UPDATED CHAPTER CONTENT FEATURES NEW VIGNETTES, DILEMMAS AND STRATEGIES. Each chapter throughout this edition has been carefully revised to profile the latest ethical dilemmas and to share effective virtual selling strategies. New chapter-opening vignettes immediately capture student attention and guide them to meaningful discussions that highlight the latest developments in the field.

NEW AND UPDATED END-OF-CHAPTER CASES AND ROLE PLAYS ENGAGE STUDENTS. Students study the chapter topics and then apply what they've learned with new and revised cases and carefully crafted role play activities. These interactive opportunities prompt students to actually use the chapter learning content and strengthen their mastery of selling activities.

NEW "TECHNOLOGY IN SALES" HIGHLIGHT TECHNOLOGY IN PERSONAL SELLING. These new feature boxes showcase how professionals actually apply the latest technology tools and systems to enhance the personal selling process.

EXPANDED SECTIONS DISCUSS CUSTOMER ENGAGEMENT AND THE CUSTOMER EXPERIENCE. Students learn how to personally engage customers in today's digitally driven world, cultivate relationships and offer value at critical points in the customer relationship. Students also learn what the customer experience truly is and why it is so important for success.

NEW MATERIAL DEMONSTRATES HOW TO GATHER EFFECTIVE CUSTOMER FEEDBACK. New discussions introduce students to the importance of collecting customer feedback and detail how to best obtain timely, accurate information to strengthen customer relationships and increase sales success.

REVISIONS HIGHLIGHT STORYTELLING AND ARTIFICAL INTELLIGENCE (AI) IN SELLING. Students examine the many ways successful professionals and organizations are using AI today in the selling process to boost productivity and enhance the customer experience. Students also learn how to use storytelling most effectively to make stronger and more productive customer connections.