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Wiley Pathways Selling, 1st Edition

Wiley Pathways Selling, 1st Edition (EHEP000117) cover image


Salesmanship is an essential skill that carries over into many industries. In Selling, the latest text from the Business series in the Wiley Pathways imprint, students learn up-to-date information and techniques on prospecting, planning sales calls, making great presentations, and closing the sale.
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Table of Contents

Part I: The Art of Selling 1

1. The Life and Career of a Professional Salesperson 1

2. Ethical and Legal Issues in Selling 23

Part II: Preparing for the Sale 45

3. Why People Buy 45

4. Communication Skills for Relationship Building 65

5. Prospecting 93

6. Planning a Sales Call 124

Part III: The Selling Process 146

7. Making a Sales Call 146

8. Elements of a Great Sales Presentation 164

9. Responding to Objections 187

10. Closing a Sale 204

11. After the Sale: Service to Build a Partnership 223

Part VI: Managing Yourself and Your Career 241

12. Time and Territory Management: Keys to Success 241

13. Managing and Training Others 263

Endnotes 295

Glossary 301

Index 312

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The Wiley Advantage

  • Pre-test: Pre-reading assessment tool in multiple-choice format. Introduces chapter material and helps students get an idea of what they know and where they need to focus their efforts.
  • What You ll Learn in this Chapter and After Studying this Chapter: Presents the subject matter that the student will learn and emphasizes capabilities and skills students will build.
  • Goals and Outcomes. These lists identify specific student capabilities that will result from reading the chapter. They help the student set expectations and show them what to reach
  • Figures and tables. Line art and photos are carefully chosen to be instructional. Tables distill and present information clearly so students can focus on the essential ideas
  • Introduction. This section orients the student by introducing the chapter and explaining its importance. Short summaries of chapter sections preview the topics to follow.
  • Chapters. Each chapter is broken down into an average of four or five concise sections. A short assessment is provided at the end of each section.
  • For Example Boxes: Found within each segment, a real world example is anchored to each section that illustrates and applies the preceding content.
  • Self-Check: Short answer questions at the end of the chapter let students know if they ve mastered the content. Each question set includes a link to a section of the pre-test for further review.
  • Summary: Each chapter concludes with a summary paragraph that captures and reviews the major concepts in the chapter and links back to the What you ll learn list
  • Key Terms and Glossary: A convenient list of all terms that appear in boldfaced throughout the chapter are listed at the end of the chapter and in the glossary
  • Summary Questions help students summarize the chapter s main points by asking a series of multiple choice and true/false questions that emphasize how well they understand the concepts and content
  • Review Questions in short answer format review the major points in each chapter. It encourages critical thinking skills while reinforcing and confirming that the concepts and content are understood.
  • Applying this Chapter Questions drive home key ideas by asking students to combine and apply chapter concepts to new, real-life situations and scenarios.
  • You Try It! Questions encourage students to draw conclusions using chapter material applied to real-world situations, which promotes both mastery of the content and independent learning.
  • Post-test should be taken after students have completed the chapter. It includes all of the questions in the pre-test, so that students can see how their learning has progressed and improved.
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Professor Reviews

"This book is one of the best I have seen, for the experienced or inexperienced salesperson. It lays out the foundations very clearly and builds upon them in a structured format. I have over 30 years experience in sales management and I can honestly say "old pros" would even learn from this book."- Professor David Bambridge, Warner Southern College

"The book is laid out in a logical sequence that uses a sound 'building block' approach that fosters the learning process. This is a meaningful; straight forward approach to an often misunderstood and poorly presented topic." - Professor Roger King, Miami International University of Art and Design

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Instructors Resources
Wiley Instructor Companion Site
Instructor's Resource Manual
The Instructor's Resource Manual contains learning objectives, chapter summaries, key term lists, lecture notes, suggested class activities, recommended additional resources, and solutions to in-text problems. The instructor's resource manual is available online at the book companion site.
There are PowerPoint presentations for each chapter of the text. The PowerPoint slides are available online at the book companion site.
Test banks
Test banks (computerized and printed): There are tests for each chapter within the text, as well as a midterm, a non-cumulative final exam, and a cumulative final exam. The questions consist of multiple choice, true/false, and essay type questions which vary in level and range from basic problem-solving questions to creative-thinking problems. The test banks are available online at the book companion site.
Image gallery
The Image gallery allows you to print or download any of the images from the text to use in your class. The image galley is available online at the book companion site.
Digital evaluation copy available for this title
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Students Resources
Wiley Student Companion Site
Chapter pre-tests
Chapter pre-tests are pre-reading assessment tools in multiple-choice and true/false format. They introduce chapter material and help students get an idea of what they know and where they need to focus their efforts. The pre-tests are available online at the book companion site.
Chapter post tests
Chapter post tests should be taken after students have completed each chapter. They include all of the questions in the pre-tests, so that students can see how their learning has progressed and improved. The post tests are available online at the companion site.
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Purchase Options
Wiley E-Text   
Wiley Pathways Selling
ISBN : 978-0-470-46143-3
360 pages
April 2009, ©2009
$48.00   BUY

Wiley Pathways Selling
ISBN : 978-0-470-11125-3
360 pages
March 2007, ©2008
$86.95   BUY

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