Selling : fundamentals and modern practices -- Selling process : journey towards closing the deal -- Fundamental concepts, types and conceptual instruments of negotiation -- Styles, strategies and tactics of negotiation -- Negotiation process -- Dealing with "difficult" people and situations --...

"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers....