Selling as a Profession | |
The Life, Times, and Career of the Professional Salesperson | |
Relationship Marketing: Where Personal Selling Fits | |
Ethics First…Then Customer Relationships | |
Preparation for Relationship Selling | |
The Psychology of Selling: Why People Buy | |
Communication for Relationship Building: It’s Not All Talk | |
Sales Knowledge: Customers, Products, Technologies | |
The Relationship Selling Process | |
Prospecting-The Lifeblood of Selling | |
Planning the Sales Call Is a Must | |
Carefully Select Which Sales Presentation Method to Use | |
Begin Your Presentation Strategically | |
Elements of a Great Sales Presentation | |
Welcome Your Prospect’s Objections | |
Closing Begins the Relationship | |
Service and Follow-Up for Customer Retention | |
Managing Yourself, Your Career, and Others | |
Time, Territory, and Self-Management: Keys to Success | |
Planning, Staffing, and Training Successful Salespeople | |
Motivation, Compensation, Leadership, and Evaluation of Salespeople | |
Sales Call Role-Plays | |
Personal Selling Experiential Exercises | |
Comprehensive Sales Cases | |
Selling Globally | |
Answers to Crossword Puzzles | |
Glossary | |
Notes | |
Photo Credits | |
Index | |
Table of Contents provided by Publisher. All Rights Reserved. |
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