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 Overview of personal selling Building trust and sales ethics Understanding buyers Communication skills Strategic prospecting and preparing for sales dialogue Planning sales dialogues and presentations Sales dialogue Addressing concerns and earnings commitment Expanding customer relationships Adding value Sales management and sales.