Synopsis
Selling ASAP: Art, Science, Agility, and Performance offers a unique approach to professional selling. This new text focuses on the importance of viewing a sale not as a one-time encounter but as an opportunity to build a lifetime, mutually beneficial relationship with the customer. In addition to the traditional coverage of the selling process, Selling ASAP includes unique content on processes and techniques of selling. Real-world examples, testimonials from successful sales professionals, and a focus on the latest technology available to today s salesperson round out the discussions in the text and make it perfect for today s professional selling student.
About the Author
Dr. Eli Jones is an Associate Professor of Marketing and Executive Director of the Program for Excellence in Selling at the University of Houston. He has published in multiple research journals and magazines including the Journal of Personal Selling & Sales Management, Industrial Marketing Management, Marketing Education Review, Journal of Marketing Theory & Practice. He serves on the editorial review boards of the Journal of Personal Selling & Sales Management and Industrial Marketing Management and is an ad hoc reviewer for the Journal of Business Research, American Marketing Association, Academy of Marketing Science, and the National Conference in Sales Management. Professor Jones is listed in Marquis Who’s Who in America (2003). Dr. Jones has won numerous excellence in teaching awards including the Academy of Marketing Science’s Outstanding Marketing Educator, University of Houston’s Enron Award for Excellence in Teaching, Outstanding Faculty Award from the University of Houston’s Alumni Organization, Bauer College’s Award for Teaching Excellence, University of Houston’s Department of Marketing Teaching Excellence Award, Texas A&M University’s Distinguished Teaching Award, and Texas A&M University’s Department of Marketing Teaching Excellence Award. In addition, he serves on the University of Akron’s Fisher Sales Institute’s advisory board, the academic advisory committee for the Direct Selling Education Foundation in Washington, D.C. and is a National Vice-President for the American Marketing Association’s Sales and Sales Management Special Interest Group, and serves as the Academic Research Director for the Institute for Certified Sales Professionals. He continues to be active in the field of sales by consulting with companies such as Adopt 2000, Berlex Pharmaceuticals, DePelchin Children’s Center, Frito-Lay, Reliant, Sewell Motors, Shell, Tennessee Valley Authority, and Tri-Star Web Graphics.
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