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Part I: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Ethics First...Then Customer Relationships
Part II: Preparation For Relationship Selling Chapter 3: The Psychology of Selling: Why People Buy Chapter 4: Communication for Relationship Building: It's Not All Talk Chapter 5: Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process Chapter 6: Prospecting: The Lifeblood of Selling Chapter 7: Planning the Sales Call Is a Must! Chapter 8: Carefully Select Which Sales Presentation Method to Use Chapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospects Objections Chapter 12: Closing Begins the Relationship Chapter 13: Service and Follow-Up for Customer Retention
Part IV: Time and Territory Management: Key to Success Chapter 14: Time, Territory, and Self-Management: Keys to Success
Appendix A: Sales Call Role Plays
Appendix B: Personal Selling Experiential Exercises
Appendix C: Selling Globally
Appendix D: Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits and Acknowledgments
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