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 Prospect’s Objections

12 Closing Begins the Relationship

13 Service and Follow-Up for Customer Retention

PART IV Time and Territory Management: Keys 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