Textbook Details
- By:
- Kimberly Richmond
- Published:
- February 2019
- Discipline:
- Marketing Textbooks
- ISBN (Digital):
- 978-1-4533-9526-4
Richmond’s goal in writing The Power of Selling was simple: To make the selling process come alive for students in the classroom, to teach students how to apply the fundamentals of selling, how to sell themselves, and to get the job they want with the same process professional sales people learn for their own selling skills. This textbook uses the traditional selling tenets as its foundation and adapts the concepts to the rapidly changing world of business in today’s environment, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.
Brief Table of Contents
Chapter 1: The Secret to Success in Life
Chapter 2: Exploring Careers in Sales
Chapter 3: Connections, Relationships, and Trust
Chapter 4: Difficult Choices: Doing the Right Thing
Chapter 5: The Ultimate Guide to Communication and Business Etiquette
Chapter 6: #SocialSelling—Adding Value to Your Network
Chapter 7: Why and How Customers Buy
Chapter 8: The Foundation of the Selling Process: Prospecting and Qualifying
Chapter 9: Preparing for Success: The Pre-Approach
Chapter 10: The Moment of Truth: The Approach
Chapter 11: Present Like a Pro: The Presentation
Chapter 12: Anticipating Opportunities: Handling Objections
Chapter 13: Asking for the Sale: The Close
Chapter 14: Doing it Right: The Follow-up
Chapter 15: So You Want To Be An Entrepreneur
Appendix A: Resources for Successful Salespeople