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Textbook Details
By Kimberly Richmond
- Published
- April 2017
- Discipline
- Marketing Textbooks
- ISBN (Digital)
- 978-1-4533-8514-2
Brief Table of Contents
- Chapter 1: The Power to Get What You Want in Life
- Chapter 2: The Power to Choose Your Path: Careers in Sales
- Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work
- Chapter 4: Business Ethics: The Power of Doing the Right Thing
- Chapter 5: The Power of Effective Communication
- Chapter 6: Why and How People Buy: The Power of Understanding the Customer
- Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers
- Chapter 8: The Preapproach: The Power of Preparation
- Chapter 9: The Approach: The Power of Connecting
- Chapter 10: The Presentation: The Power of Solving Problems
- Chapter 11: Handling Objections: The Power of Learning from Opportunities
- Chapter 12: Closing the Sale: The Power of Negotiating to Win
- Chapter 13: Follow-Up: The Power of Providing Service That Sells
- Chapter 14: The Power of Learning the Ropes
- Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business