Fundamentals of Selling

Part 1: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Relationship Marketing: Where Personal Selling Fits Chapter 3: Ethics First... Then Customer Relationships Part 2: Preparation for Relationship Selling Chapter 4: The Psychology of Selling: Why People Buy Chapter 5: Communication for Relationship Building: It's Not All Talk Chapter 6: Sales Knowledge: Customers, Products, Technologies Part 3: The Relationship Selling Process Chapter 7: Prospecting - The Lifeblood of Selling Chapter 8: Planning the Sales Call Is a Must Chapter 9: Carefully Select Which Sales Presentation Method to Use Chapter 10: Begin Your Presentation Strategically Chapter 11: Elements of a Great Sales Presentation Chapter 12: Welcome Your Prospect's Objections Chapter 13: Closing Begins the Relationship Chapter 14: Service and Follow-Up for Customer Retention Part 4: Managing Yourself, Your Career, and Others Chapter 15: Time, Territory, and Self-Management: Keys to Success Chapter 16: Planning, Staffing, and Training Successful Salespeople Chapter 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Comprehensive Sales Cases Appendix D: Selling Globally