Acknowledgements

About the Authors

Chapter 1: Selling and Salespeople

PART ONE KNOWLEDGE AND SKILL REQUIREMENTS

Chapter 2: Ethical and Legal Issues in Selling

Chapter 3: Buying Behavior and the Buying Process

Chapter 4: Using Communication Principles to Build Relationships

Chapter 5: Adaptive Selling for Relationship Building

PART TWO THE PARTNERSHIP PROCESS

Chapter 6: Prospecting

Chapter 7: Planning the Sales Call

Chapter 8: Making the Sales Call

Chapter 9: Strengthening the Presentation

Chapter 10: Responding to Objections

Chapter 11: Obtaining Commitment

Chapter 12: Formal Negotiating

Chapter 13: Building Partnering Relationships

Chapter 14: Building Long-Term Partnerships

PART THREE THE SALESPERSON AS MANAGER

Chapter 15: Managing Your Time and Territory

Chapter 16: Managing within Your Company

Chapter 17: Managing Your Career

Role Play Case 1: Stubb's Bar-B-Q

Role Play Case 2: Netsuite

Photo Credits

Glossary

Indexes