Table of Contents

Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Ethics First!Then Customer Relationships Part II: Preparation For Relationship Selling 3: The Psychology of Selling: Why People Buy 4: Communication for Relationship Building: It's Not All Talk 5: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 6: Prospecting: The Lifeblood of Selling 7: Planning the Sales Call Is a Must! 8: Carefully Select Which Sales Presentation Method to Use 9: Begin Your Presentation Strategically 10: Elements of a Great Sales Presentation 11: Welcome Your Prospects Objections 12: Closing Begins the Relationship 13: Service and Follow-Up for Customer Retention Part IV: Time and Territory Management: Key to Success 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