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Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.
Table of Contents
- Front Matter
- 1 The Life and Career of a Professional Salesperson: Developing Skills for Success
- 2 Ethical and Legal Issues in Selling: Understanding the Importance of Ethics in Sales
- 3 Why People Buy: Understanding Buyer Behavior
- 4 Communication Skills for Relationship Building: Laying the Foundation for Sales
- 5 Prospecting: Finding the Buyers
- 6 Planning a Sales Call: Education Beforehand Pays Off
- 7 Making a Sales Call: Approaching the Decision Maker
- 8 Elements of a Great Sales Presentation: Getting a Prospect's Full Attention
- 9 Responding to Objections: Addressing Customers' Concerns
- 10 Closing a Sale: Helping Customers Make a Decision That's Right for Them
- 11 After the Sale: Service to Build a Partnership: Following Up and Keeping in Touch
- 12 Time and Territory Management: Keys to Success: Maintaining Self‐Discipline and Organizational Skills
- 13 Managing and Training Others: Being a Good Sales Manager
- Back Matter
