Sell

Cover......Page 1
Brief Contents......Page 7
Contents......Page 8
1 Overview of Personal Selling......Page 16
2 Building Trust and Sales Ethics......Page 44
3 Understanding Buyers......Page 68
4 Communication Skills......Page 106
5 Strategic Prospecting and Preparing for Sales Dialogue......Page 132
6 Planning Sales Dialogues and Presentations......Page 152
7 Sales Dialogue......Page 176
8 Addressing Concerns and Earning Commitment......Page 200
9 Expanding Customer Relationships......Page 222
10 Adding Value......Page 246
11 Sales Management and Sales 2.0......Page 272
Endnotes......Page 299
Index......Page 304
CHAPTER 1 IN REVIEW......Page 308
CHAPTER 2 IN REVIEW......Page 310
CHAPTER 3 IN REVIEW......Page 312
CHAPTER 4 IN REVIEW......Page 314
CHAPTER 5 IN REVIEW......Page 316
CHAPTER 6 IN REVIEW......Page 318
CHAPTER 7 IN REVIEW......Page 320
CHAPTER 8 IN REVIEW......Page 322
CHAPTER 9 IN REVIEW......Page 324
CHAPTER 10 IN REVIEW......Page 326
CHAPTER 11 IN REVIEW......Page 328
CHAPTER 1 CONTINUING CASE......Page 330
CHAPTER 2 CONTINUING CASE......Page 332
CHAPTER 3 CONTINUING CASE......Page 333
CHAPTER 4 CONTINUING CASE......Page 334
CHAPTER 5 CONTINUING CASE......Page 335
CHAPTER 6 CONTINUING CASE......Page 336
CHAPTER 7 CONTINUING CASE......Page 337
CHAPTER 8 CONTINUING CASE......Page 338
CHAPTER 9 CONTINUING CASE......Page 339
CHAPTER 10 CONTINUING CASE......Page 340
CHAPTER 11 CONTINUING CASE......Page 341