Includes index

Contents: Selling as a profession -- The Life, times and career of the professional salesperson -- Relationship marketing: where personal selling fits -- Social, ethical, ans legal issues in selling -- Preparation for relationship selling -- The Psychology of selling: why people buy -- Communication for relationship building: it's not all talk -- Sales knowledge: customers, products, technologies -- The Relationship selling process -- Prospecting-the lifeblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of great sales presentation -- Welcome your prospects objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Managing yourself, your career, and other -- Time, territory, and self-management: key to success -- Planning, staffing, and training successful salepeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Appendix A: Sales call role-plays -- Appendix B: Personal selling selling experiential exercises -- Appendix C: Sales technology directory and www.exercises -- Appendix D: Comprehensive sales cases.