Table of content

Pt. I Selling as a Profession
Ch. 1 The Life, Times, and Career of the Professional Salesperson
Ch. 2 Relationship Marketing: Where Personal Selling Fits
Ch. 3 Social, Ethical, and Legal Issues in Selling
Pt. II Preparation for Relationship Selling
Ch. 4 The Psychology of Selling: Why People Buy
Ch. 5 Communication for Relationship Building: It’s Not All Talk
Ch. 6 Sales Knowledge: Customers, Products, Technologies

Pt. III The Relationship Selling Process
Ch. 7 Prospecting - The Lifeblood of Selling
Ch. 8 Planning the Sales Call Is a Must!
Ch. 9 Carefully Select Which Sales Presentation Method to Use
Ch. 10 Begin Your Presentation Strategically
Ch. 11 Elements of a Great Sales Presentation
Ch. 12 Welcome Your Prospects Objections
Ch. 13 Closing Begins the Relationship
Ch. 14 Service and Follow-up for Customer Retention

Pt. IV Managing Yourself, your Career, and Others
Ch. 15 Time, Territory, and Self-Management: Keys to Success
Ch. 16 Planning, Staffing, and Training Successful Salespeople
Ch. 17 Motivation, Compensation, Leadership, and Evaluation of Salespeople
App. A Sales Call Role-Plays
App. B Personal Selling Experiential Exercises
App. C Sales Technology Directory and www.Exercises
App. D Comprehensive Sales Cases
Glossary of Selling Terms
Notes
Photo Credits and Acknowledgments
Index