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Professional Selling Essentials

Process and Plays

Authors

Sterling Bone, PhD
Utah State University
Scott Baird, PhD
Griffin Hill Consulting
Edition 2
(rev. 485)

Welcome to the exciting world of professional selling! Whether it is in your life in business, government, family, community, or faith, your survival on this planet requires you to sell. As essential to human experience as it is, the role of selling is perhaps the most misunderstood activity in the business world. Driven primarily by negative experiences and stereotypes, most individuals hold a faint or transitory credence for the role of selling. In this book we strive to restore order to the honorable profession and the skill of selling by introducing you to the Griffin Hill Integrity Sales System. Based on decades of rigorous research and practice, the Griffin Hill Integrity Sales System combines the art and science of selling and human performance achievement to introduce to you the secrets of the top 1% of sales professionals. We are confident that you will benefit from this collaboration of academics and practice.

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