Wiley Pathways Selling
1st Edition
Published on 20. April 2007
Book
Paperback/Softback
360 pages
978-0-470-11125-3 (ISBN)
Description
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.
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Persons
Tom Hopkins, bestselling author of How to Master the Art of Selling, is a world-renowned sales trainer. Over 100,000 people attend his seminars every year, and 1 million more use his training videos.
Content
Chapter 1: The Life and Career of a Professional Salesperson
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Why People Buy: Understanding Buyer Behavior
Chapter 4: Communication Skills for Relationship Building
Chapter 5: Prospecting
Chapter 6: Planning the Sales Call
Chapter 7: Making the Sales Call
Chapter 8: Elements of a Great Sales Presentation
Chapter 9: Responding to Objections
Chapter 10: Closing the Sale
Chapter 11: After the Sale: Service to Build the Partnership
Chapter 12: Time and Territory Management: Keys to Success
Chapter 13: Managing and Training Others
Chapter 2: Ethical and Legal Issues in Selling
Chapter 3: Why People Buy: Understanding Buyer Behavior
Chapter 4: Communication Skills for Relationship Building
Chapter 5: Prospecting
Chapter 6: Planning the Sales Call
Chapter 7: Making the Sales Call
Chapter 8: Elements of a Great Sales Presentation
Chapter 9: Responding to Objections
Chapter 10: Closing the Sale
Chapter 11: After the Sale: Service to Build the Partnership
Chapter 12: Time and Territory Management: Keys to Success
Chapter 13: Managing and Training Others