Fundamentals of Selling

PART I SELLING AS A PROFESSION 1 The Life, Times, and Career of the Professional Salesperson 2 Relationship Marketing: Where Personal Selling Fits 3 Ethics First ... Then Customer Relationships PART II PREPARATION FOR RELATIONSHIP SELLING 4 The Psychology of Selling: Why People Buy 5 Communication for Relationship Building: It's Not All Talk 6 Sales Knowledge: Customers, Products, Technologies PART III THE RELATIONSHIP SELLING PROCESS 7 Prospecting--the Lifeblood of Selling 8 Planning the Sales Call Is a Must! 9 Carefully Select Which Sales Presentation Method to Use 10 Begin Your Presentation Strategically 11 Elements of a Great Sales Presentation 12 Welcome Your Prospect's Objections 13 Closing Begins the Relationship 14 Service and Follow-Up for Customer Retention PART IV Managing Yourself, Your Career, and Others 15 Time, Territory, and Self-Management: Keys to Success 16 Planning, Staffing, and Training Successful Salespeople 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 APPENDIX E: Answers to Crossword Puzzles Glossary of Selling Terms