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Wiley Pathways Selling

Wiley Pathways Selling

Tom Hopkins, Douglas J. Dalrymple, William L. Cron, Thomas E. DeCarlo, Terri Horvath (With)

ISBN: 978-0-470-11125-3

Mar 2007

360 pages

In Stock

$86.95

Description

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.

Related Resources

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