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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