Skip to main content

Wiley Pathways Selling

Wiley Pathways Selling

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

ISBN: 978-0-470-46143-3

Apr 2009

360 pages



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