Table of Contents:

Chapter 1 Selling and Salespeople

Part 1 - KNOWLEDGE AND SKILL REQUIREMENTS

• Chapter 2 Ethical and Legal Issues in Selling
• Chapter 3 Buying Behavior and the Buying Process
• Chapter 4 Using Communication Principles to Build Relationships
• Chapter 5 Adaptive Selling for Relationship Building

Part 2 - THE PARTNERSHIP PROCESS

• Chapter 6 Prospecting
• Chapter 7 Planning the Sales Call
• Chapter 8 Making the Sales Call
• Chapter 9 Strengthening the Presentation
• Chapter 10 Responding to Objections
• Chapter 11 Obtaining Commitment
• Chapter 12 Formal Negotiating
• Chapter 13 Building Partnering Relationships
• Chapter 14 Building Long-Term Partnerships

Part 3 - THE SALESPERSON AS MANAGER

• Chapter 15 Managing Your Time and Territory
• Chapter 16 Managing within Your Company
• Chapter 17 Managing Your Career
• Role Play Case 1: Stubb's Bar-B-Q
• Role Play Case 2: NetSuite