Sales Force Management, 13th Edition

CHAPTER 2

The Process of Selling and Buying

LEARNING OBJECTIVES

This chapter focuses on the process of selling and buying in the organizational marketplace. Many factors are driving the world of professional selling toward a relationship-based approach. This transformation has created a challenging, invigorating, and rewarding environment in which to pursue a career in selling.

Knowledge of the drivers of change in selling, the key success factors required in selling, the activities salespeople perform on the job, and the different kinds of selling jobs available go a long way toward helping a person make a decision if he or she might like to pursue selling as a career path. Successful salespeople always understand the roles that different ...