Part I Selling as a profession: the life, times and career of the professional salesperson; relationship marketing - where personal selling fits; social, ethical and legal issues in selling. Part II Preparation for relationship selling: the psychology of selling - why people buy; communication and persuasions - it's not all talk; sales knowledge - customers, products and technologies. Part III The relationship selling process: find your prospect, then plan your sales call; select your presentation method, then open it strategically; elements of making a great sales call; welcome your prospects' objections; closing begins the relationship; service and follow-up for customer retention. Part IV Careers in selling: retail selling - challenging and rewarding; organziational selling - business, services and nonprofit. Part V Managing yourself, your career and others; time, territory and self-management - key terms to success; planning, organizing, staffing of successful salespeople; motivation, compensation, leadership and evaluation of salespeople.
