Professional Selling

B. Robert Anderson is a Professional Salesperson who revels in the work. Toward that end he has incorporated 50 years of experience and knowledge into eminently usable form. Among other things he has served as editor of a trade publication, owner of a distribution company, head of ANDERSON ASSOCIATES, a management consulting firm, and author of over 800 articles and books.

Selling is a learned profession. When the techniques of Selling are applied creatively, the principles lead to success. Four editions strong, Professonal Selling continues to meet the challenges of selling hean-on. Author B. Robert Anderson leads readers through a complete, non-sexist survey of basic skills that dissects every phase of the sale while focusing on how to put together a complete sales plan.
You'll find all the ingredients necessary to understand each individual segment of the sale. Anderson provides real problems drawn from the field, hands-on exercises, a glossary, and end-of-chapter questions and discussions with actual salespeople.