Hunt, C. S., Deitz, G.D., and Hansen, J.D., Professional Selling, McGraw-Hill, 1^st Edition.

You will need to purchase Connect as this will provide you access to the eBook, homework and adaptive assignments, videos, and study resources. You can either purchase through the bookstore or directly through McGraw-Hill.

The text contains 10 chapters:

Chapter 1 Everyone Is a Salesperson

Chapter 2 Prospecting and Qualifying

Chapter 3 Engaging Customers and Developing Relationships

Chapter 4 Social Selling

Chapter 5 Sales-Presentation Strategies

Chapter 6 Solving Problems and Overcoming Objections

Chapter 7 Negotiating Win-Win Solutions

Chapter 8 Profitology: Pricing and Analytics in Sales

Chapter 9 Sales Compensation and Career Development

Chapter 10 The Psychology of Selling: Knowing Yourself and Relating to Customers

We will take two exams over the course of the term. Exam 1 will cover Chapters 1-5, while Exam 2 will cover Chapters 6-10. You will take both exams in ProctorU.