- Published
- April 2017
- Page Count
- 542
- ISBN (Digital)
- 978-1-4533-8514-2
The Power of Selling
Version 1.1
By Kimberly Richmond
Included Supplements
Key Features
- Discussion of core selling tenets.
- Interactive demonstration of tools, such as Twitter, LinkedIn, Facebook, etc.
- Video ‘Ride-Alongs,’ which feature seven different sales professionals.
- Video Learning Segments are PowerPoint slides embedded with videos designed to supplement the course PowerPoints.
- ‘Selling U sections’ that apply the concepts covered in the chapter to a student’s job search.
- Customizable.
Students
- Online Access Price
- $33.95
- Color Printed Textbook with Online Access Price
- $60.95
This textbook is suitable for the following courses: Marketing, Personal Selling, Professional Selling, Sales, and Salesmanship (introductory level).
Richmond’s goal in writing The Power of Selling was simple. The author wanted 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.
New in This Version
- An extensive review brings updates to all video clips and video links.
- All URLs have been reviewed and updated for the most current content.
- About the Author
- Acknowledgments
- Welcome to The Power of Selling
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Chapter 1: The Power to Get What You Want in Life
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Chapter 2: The Power to Choose Your Path: Careers in Sales
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Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work
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Chapter 4: Business Ethics: The Power of Doing the Right Thing
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Chapter 5: The Power of Effective Communication
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Chapter 6: Why and How People Buy: The Power of Understanding the Customer
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Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers
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Chapter 8: The Preapproach: The Power of Preparation
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Chapter 9: The Approach: The Power of Connecting
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Chapter 10: The Presentation: The Power of Solving Problems
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Chapter 11: Handling Objections: The Power of Learning from Opportunities
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Chapter 12: Closing the Sale: The Power of Negotiating to Win
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Chapter 13: Follow-Up: The Power of Providing Service That Sells
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Chapter 14: The Power of Learning the Ropes
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Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business
- Epilogue: You’ve Got the Power
Instructor’s Manual
The Instructor’s Manual guides you through the main concepts of each chapter and important elements such as learning objectives, key terms, and key takeaways. Can include answers to chapter exercises, group activity suggestions, and discussion questions.
PowerPoint Lecture Notes
A PowerPoint presentation highlighting key learning objectives and the main concepts for each chapter are available for you to use in your classroom. You can either cut and paste sections or use the presentation as a whole.
Test Generator - powered by Cognero
FlatWorld has partnered with Cognero, a leading online assessment system, that allows you to create printable tests from FlatWorld provided content.
Test Bank Files for Import to Learning Management Systems
For your convenience, we've packaged our test items for easy import into Learning Management Systems like Blackboard, Brightspace/D2L, Canvas, Moodle, or Respondus.
Test Item File
Need assistance in supplementing your quizzes and tests? Our test-item files (in Word format) contain many multiple-choice, fill-in-the-blank, and short-answer questions.
Other Supplements
Solutions manuals, sample exams, video learning segments, workbooks, cases and lab manuals are just some of the extras our books will offer depending on the needs of the course. Click here to see what this textbook offers.
At FlatWorld, we take pride in providing a range of high-quality supplements alongside our titles, to help instructors teach effectively. Supplements are available for instructors who have registered their adoption with us. If you need to review or preview something specific, please contact us.
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