Higher Education::Wiley Pathways Selling, 1st Edition

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	Wiley Pathways Selling, 1st Edition

Wiley Pathways Selling, 1st Edition
Tom Hopkins, Tom Hopkins International
Douglas J. Dalrymple, Indiana Univ.
William L. Cron, Southern Methodist Univ.
Thomas E. DeCarlo, Iowa State Univ.
Terri Horvath
ISBN: 978-0-470-11125-3
©2008
360 pages

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TITLE INFORMATION

Detailed Contents

Chapter 1: The Life and Career of a Professional Salesperson

Chapter 2: Ethical and Legal Issues in Selling

Chapter 3: Why People Buy: Understanding Buyer Behavior

Chapter 4: Communication Skills for Relationship Building

Chapter 5: Prospecting

Chapter 6: Planning the Sales Call

Chapter 7: Making the Sales Call

Chapter 8: Elements of a Great Sales Presentation

Chapter 9: Responding to Objections

Chapter 10: Closing the Sale

Chapter 11: After the Sale: Service to Build the Partnership

Chapter 12: Time and Territory Management: Keys to Success

Chapter 13: Managing and Training Others

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