B2B Professional Sales: Theory, Process, Application, Tools

by JP Amlin

This edition of the textbook is the Kindle ebook, and includes all the sections that are in the color paperback and b/w editions. The B2B Professional Sales textbook by JP Amlin is a comprehensive arsenal of tools to improve the skills of a novice as well as experienced salespeople and sales managers alike. These tools are all nicely forged around a unique approach to matching the opportunity management process to the client's buying process. The use of this approach and these tools that support it will help sales professionals close more profitable deals, reduce stress in complex negotiations, and plan their day-to-day activities to ensure a successful career in sales. The content of the book is listed Section Sales FundamentalsChapter 1: Understanding the Role of Marketing and SalesChapter 2: Value DriversChapter 3: Account Corporate ProfileChapter 4: Opportunities ManagementChapter 5: Communication SkillsChapter 6: Sales ActivitiesSection Consultative Selling SkillsChapter 7: Sales Call SkillsChapter 8: Handling Customer ObjectionsSection Selling in Competitive MarketsChapter 9: Strategic Sales PlanChapter 10: Competitive BiddingChapter 11: Pricing for BiddingChapter 12: Collaborative NegotiationsSection Putting It All TogetherChapter 13: Pipeline ManagementChapter 14: Relationship ProfilingChapter 15: Account and Territory PlansSupporting MaterialsPeople purchasing the textbook are invited to download a free copy of the entire textbook in color PDF format from and the complementary resources folder from

Kindle Edition

Published January 9, 2022