Description: 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 FirstThen 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, and Technologies Part 3 The Relationship Selling Process Chapter 7 Prospecting-The Lifeblood of Selling Chapter 8 Planning Your 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 Sale Technology Directory and www. Exercises Appendix D Comprehensive Sales Cases

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