Part One: The Field of Selling

Chapter 1: Selling and Salespeople

Chapter 2: Building Partnering Relationships

Part Two: Knowledge and Skill Requirements

Chapter 3: Ethical and Legal Issues in Selling

Chapter 4: Buying Behavior and the Buying Process

Chapter 5: Using Communication Principles to Build Relationships

Chapter 6: Adaptive Selling for Relationship Building

Part Three: The Partnership Process

Chapter 7: Prospecting

Chapter 8: Planning the Sales Call

Chapter 9: Making the Sales Call

Chapter 10: Strengthening the Presentation

Chapter 11: Responding to Objections

Chapter 12: Obtaining Commitment

Chapter 13: Formal Negotiation

Chapter 14: After the Sale: Building Long-Term Partnerships

Part Four: The Salesperson as Professional

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing Within Your Company

Chapter 17: Managing Your Career