Synopsis:
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.
About the Author:
Professor Chia spent his first twenty years in business selling products that include those of Gillette, GSK, Nissan Motors, Procter & Gamble, Royal Insurance, etc from person to person, store to store and channel to channel. Subsequently as an academic, Dr. Chia taught and was part of the graduate business programs of The University of Chicago, Graduate School of Business, INSEAD, New York University, Stern School of Business etc. Prof Chia's last academic appointment was director of the International Executive M.B.A. Program at Asia Campus of the University of Chicago (Booth), Graduate School of Business, in Singapore.
Author: Chia
Format: Hardcover
Publisher: McGraw-Hill Education
Publication Date: 01 Jan 2017
