Professional Selling

Professional Selling: 2024 Release, 1st Edition, by Shane C. Hunt, George Deitz, and John D. Hansen, is a 261-page textbook published by McGraw-Hill Higher Education. The text details foundational selling concepts structured for both commercial businesses and non-profit entities.

The material outlines a practical sequence of professional skills. Content progresses from initial prospecting and lead qualification to customer engagement and relationship management. It further examines digital social selling methods, structured sales presentations, problem-solving techniques, and formal sales negotiations. Later chapters explore profitology pricing, sales analytics, compensation planning, and psychological factors in self-awareness and buyer interaction.

A defining element of the text is its application of sales concepts to personal career development. The authors structure lessons to help students present their personal narrative effectively to potential employers, financial investors, or graduate school committees. This focus offers structured study materials for undergraduate sales students and instructional support for faculty.