Publisher's Synopsis
Professional Selling: Types, Approaches and Management is an essential guide that covers
the role of professional selling as part of an organization's integrated marketing system. It
presents, in detail, the various types of professional selling functions as well as the process of
presenting a product to a customer and closing a sale. It describes how a professional salesperson
should follow up after a sale in order to maintain customer satisfaction and develop a long-term
relationship. This professional reference goes global, too, by discussing sales and negotiation
activities in different cultures.
The book does more than discuss the steps of selling; it also includes comprehensive information
about what it takes to manage key accounts as well as salespeople, especially recruitment,
training, compensation, and evaluation. It features exercises, cases, and role-playing to achieve
its objectives. Salespeople and managers alike will benefit from the knowledge and guidance
provided in Professional Selling: Types, Approaches and Management.
Dr. Mohamed B. Mansour is the founder and president of the International Center for Management and
Research, Inc., a North Carolina-based consulting and executive development fi rm. He earned an M.B.A. with a
major in marketing and a Ph.D. in business administration from New York University.
Dr. Mansour has been a faculty member in four universities in the United States and three other countries. He taught
marketing and international business courses.
Dr Mansour has more than thirty years experience in business consulting and in organizing, designing, and
delivering professional training programs in the areas of marketing planning and strategies; salesmanship and
sales management; marketing research and information systems; management skills development; and evaluation
of investment projects, particularly to business executives. He has published in the areas of corporate planning,
marketing strategy, consumer protection, marketing management, information systems, and management of
multinational enterprises and transfer of technology.
Wesley J. Johnston is the director of the Center for Business and Industrial Marketing in the Robinson College
of Business at Georgia State University. He is also the CBIM Roundtable Professor of Marketing and teaches
courses in sales management, business-to-business marketing, and customer relationship management. He earned
his PhD at the University of Pittsburgh.
Professor Johnston has served as a consultant and trainer in the areas of business-to-business marketing and strategic
selling, key account and sales force management, and competitive strategies. His research interests include the areas
of business-to-business marketing, organizational buying behavior, customer relationship management, and sales
force automation. He has written eight books, with his latest being Managing Salespeople: A Relationship Approach,
and is a member of the American Marketing Association.