Includes index

Contents: Selling as a profession -- The Life and times of the professional saleperson -- Preparation for successful selling : the psychology of selling: why people buy -- Communication and persuasion: it's not all talk -- So, What do i need to know? -- The Dynamics of selling -- Prospecting-the lifrblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of making a great presentation -- Welcome your prospect's objections -- Close, close, close -- Winning in the long run: building a relationship through service -- Special selling topics -- Time and territory mangement is a key to success -- Social, ethical, legal issues in selling.