 Click HERE to view the full Table of Contents in a new window (Adobe Acrobat PDF format).
Brief Table of Contents
Part I: Developing a Personal Selling Philosophy for the New Economy
- Personal Selling Today: Introduction and Overview
- Personal Selling Opportunities
Part II: Developing a Relationship Strategy
- Creating Value with a Relationship Strategy
- Communication Styles: Managing the Relationship Process
- Ethics: The Foundation for Relationships in Selling
Part III: Developing a Product Strategy
- Creating Product Solutions
- Developing Product-Selling Strategies
Part IV: Developing a Customer Strategy
- Uunderstanding Customer Behaviour
- Developing a Prospect Base
Part V: Developing a Presentation Strategy
- Approaching the Customer
- Creating the Consultative Sales Presentation
- Custom Fitting the Sales Demonstration
- Negotiating Buyer Cconcerns
- Closing the Sale and Confirming the Partnership
- Servicing the Sale and Building the Partnership
Part VI: Management of Self and Others
- Management of Self: The Key to Greater Sales Productivity
- Management of the Sales Force
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