Preface | |
The Field of Selling | |
Selling and Salespeople | |
Building Partnering Relationships | |
Knowledge and Skill Requirements | |
Ethical and Legal Issues in Selling | |
Buying Behavior and the Buying Process | |
Using Communication Principles to Build Relationships | |
Adaptive Selling for Relationship Building | |
The Partnership Process | |
Prospecting | |
Planning the Sales Call | |
Making the Sales Call | |
Strengthening the Presentation | |
Responding to Objections | |
Obtaining Commitment | |
Formal Negotiating | |
After the Sale: Building Long-Term Partnerships | |
The Salesperson as Manager | |
Managing Your Time and Territory | |
Managing within Your Company | |
Managing Your Career | |
Endnotes | |
Glossary | |
Indexes | |
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