New Features:

• From the Buyer’s Seat: This is a new feature that provides a buyer’s perspective on the material in the chapter. These are all original to the book and not taken from any magazine articles. This feature allows students to get a feel from the buyer’s viewpoint instead of the selling point of view.
• New Chapter-opening Profiles: All chapters open with a real sales person or sales manager’s perspective on the chapter. Each profile is new and original to this edition and the author have also integrated Profiles into each chapter as a running example to increase this feature’s functionality.
• NetSuite Role Plays: The authors have re-written role plays to feature NetSuite, the software used in the National Collegiate Sales Competition. NetSuite is a hosted application, and their website has role-based demonstrations so that students can learn what the product does for different people in the sales organization. At the end of most chapters, the student will find a role play using NetSuite, and additionally there are ten prospect scenarios at the end of the book.
• New Building Partnerships Boxes: These are boxed features that provide more detailed examples of chapter material and present chapter material in a slightly different light. This provides students with a different perception of the chapter.
• New Sales Technology: This is a boxed feature in each chapter that illustrates how technology is used. There are different types of technology boxes that students can use including knowledge management technology, CRM technology, and even GPS technology used in routing sales calls.
• Feature Questions: Embedded in the discussion questions are questions that direct students back to the Profiles, Building Partnerships, Buyer’s Seat, or Sales Technology features so that these features are read and used friendlier.
• Original Examples: These examples have been written specifically for this book, provided from current sales programs and salespeople, many of whom took the class and used this book. 

Retained Features:

• Relationship Theme: In spite of the growth of the Internet, face-to-face meetings and personal relationships between sellers and buyers are more important than ever. The idea and importance of relationship marketing is highlighted throughout the text, emphasizing how crucial relationships are to a firm’s profitability and success. The use of technology to support face-to-face relationships is used to underscore its importance in selling.
• Continued emphasis on the partnering process: Continued emphasis on the partnering process, with recognition that multiple sales models may be appropriate in a company’s total go-to-market strategy. The authors focus on the partnering process as the highest level of selling because the other models of transaction-focus, problem-solver, and relational partner still need to be taught as foundation to partnering.
• Thorough Coverage of the Technology and the Internet: The text outlines and analyzes technology and how it impacts the salesperson’s life. The technology and Internet coverage helps students to see how the Internet is a valuable tool for planning and managing a sales territory.
• Lead Qualification and Management Systems: This coverage of lead qualification and management systems includes pre-qualifications systems and gives the students a glimpse into how salespeople qualify and manage leads in their territories.
• Thinking it Through Boxes: These boxes are involving exercises that inspire classroom dialogue or serve as a short-essay exam question to help students experience concepts as they read and internalize key selling concepts to help with their comprehension and retention of the theories and skills presented in the text. Teaching suggestions are also integrated into this feature more fully.
• Cross-Cultural Coverage: Current and continued emphasis on selling examples from Canada, Mexico, and all around the globe serve to reflect the reality of the global nature of selling and cultural differences within a culture.
• Coverage of Training Formats: Discussion about various training formats, including FAB (features, advantages, benefits), SPIN Selling, Social Style Matrix training, and FEBA (features, evidence, benefits, agreement). A majority of sales representatives will go through training programs and the text offers them early exposure to prepare them for such programs.
• Mini-Cases and Caselets: These class-tested cases, found at the end of each chapter, work well as daily assignments and as frameworks for lectures, discussion, or small-group practices. The cases encourage the student to apply theories and skills learned in the text to solve sales situations. These two small cases are useful for in-class exercises, discussion, or homework.
• Ethics Icons and Questions: Ethics is discussed in every chapter of this textbook. The authors continue to highlight the integration of ethics by noting any ethics discussion with an icon in the margin. At least two questions at the end of each chapter relate the chapter material to ethics.
• Key Terms and Glossary: Each key term defined in a chapter is listed at the end of the chapter along with the page number on which the term is discussed. Key terms reflect current usage of sales jargon in the field, as well as academic terms. Key terms are also defined in a Glossary at the end of the book.
• Four color exhibits and photographs: This feature supports the examples highlighted in the book. Students find this book to be easy to read and use because of the four color feature.