Skip to main content Skip to book tools

Professional Selling Essentials

Process and Plays


Sterling Bone, PhD
Utah State University
Scott Baird, PhD
Griffin Hill Consulting
Edition 2
(rev. 454)

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.

  • Any Device, Any Location, Any Time

    The course reader looks great on desktops, laptops, tablets, phones, and just about any other device. Students are able to read, watch, and listen how, where, and when they want.
  • Embedded, Customizable Assessments

    Your students complete assessments inline with the text, making for a seamless, engaging experience. As the instructor, you can customize existing assessments or create entirely new ones within the text.
  • Advanced Analytics

    Monitor the progress of your class collectively as well as students individually. Course analytics provide you with student engagement and performance in reading, videos, and assessments. Analytics help you focus directly on those topics or students that need it.
  • Flashcards

    Flashcards are a great way to learn the key terms. Each course comes pre-loaded with cards for every term. Students can also make their own to enhance their learning experience.
  • Searchable Glossary

    A searchable glossary is available at any point in the course reader, allowing students to search for any key term they want and jump straight to that word in the text - no matter where they're reading.
  • Highlights and Notes

    Students can highlight the text and make notes throughout the content using their touch screen or mouse.
  • Text, Video, Audio, Assessments

    Course content is provided in multiple ways, allowing your students to learn the way they learn. The HTML5-based course reader works like any other web page--the way the web was meant to be used.