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Wiley Pathways Selling

Wiley Pathways Selling

$48.00

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 IV: 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