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: Keys 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