Wiley Pathways Selling Building Relationships and Achieving Results

ISBN-10: 0470111259
ISBN-13: 9780470111253
Edition: 2008
List price: $79.95 Buy it from $53.05
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Description: 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,  More...

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Book details

List price: $79.95
Copyright year: 2008
Publisher: John Wiley & Sons, Incorporated
Publication date: 3/9/2007
Binding: Paperback
Pages: 360
Size: 7.25" wide x 9.00" long x 0.75" tall
Weight: 1.408
Language: English

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.

The Art of Selling
The Life and Career of a Professional Salesperson
Introduction
Understanding the Universal Need for Sales
Using Sales Skills
The Concept of Selling
Self-Check
Using the Approaches of the Trade
Person-to-Person
Telemarketing
Direct Mail
E-Mail
The Internet
Self-Check
Experiencing the Learning Curve
Unconscious Incompetence
Conscious Incompetence
Conscious Competence
Unconscious Competence
Self-Check
Describing the Ideal Sales Professional
Creating the Selling Triangle
The 10 Characteristics of a Successful Sales Professional
Self-Check
Shifting into High Gear: Professional Sales
Preparing Before the Sales Pitch
Maintaining Professionalism in Your Presentation
Communicating Effectively
Having Realistic Expectations
Maintaining Your Discipline and Commitment
Evaluating Yourself
Self-Check
Using Technology in Sales
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Ethical and Legal Issues in Selling
Introduction
Making Ethical Decisions
The Role of a Job Description in Ensuring Ethics
The Role of the Business Environment in Ethics
Ethics Training
Self-Check
Factors That Influence the Ethics of Salespeople
Relativism and Idealism
Machiavellianism
Conventional Morality
Self-Check
Ethical Problems Salespeople Face
Hiring and Firing
House Accounts
Expense Accounts
Gifts for Buyers
Bribes
Entertainment
Sexual Harassment
Whistle-blowing
Self-Check
Relying on Government Regulation for Sales Ethics
Reasons for Regulations
Problems with Regulation
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Preparing for the Sale
Why People Buy
Introduction
Uncovering Needs and Wants
Self-Check
Developing the Seven Steps of the Sales Strategy
Step 1: Prospecting
Step 2: Original Contact
Step 3: Qualification
Step 4: Presentation
Step 5: Addressing Concerns
Step 6: Closing the Sale
Step 7: Getting Referrals
Self-Check
Buying Motives
Task Motives vs. Personal Buying Motives
Transactional Relationship vs. Consultative Relationships
Self-Check
How Customers Make Buying Decisions
The Standardized Model
The Need-Satisfaction Model
The Problem-Solution Model
Thinking Outside the Models
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Communication Skills for Relationship Building
Introduction
The Importance of Communication Skills in Sales
Self-Check
Developing Communication-Style Flexibility
Believers
Wheeler-dealers
No-Nonsense Buyers
Evaders
Complainers
Analyzers
Power Seekers
Disorganized and Controlling Buyers
Cynics
Self-Check
Communication Do's and Don'ts
Positive Nonverbal Messages
Negative Nonverbal Messages
Self-Check
Vocabulary of a Great Salesperson
Self-Check
Listening to Your Clients
Self-Check
Cultural Considerations
Unique Cultural Needs
Getting Names Right
Making an Appointment
Presenting Your Business Card
Respecting Personal Space
Meeting and Greeting People
Giving Gifts
Choosing Your Words Wisely
Self-Check
Relationship Building
The Evolution of a Relationship
Relationship Binders
Relating Skills
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Prospecting
Introduction
Prospecting: An Introduction
Self-Check
Where to Find Prospects
Current Customers
Chambers of Commerce and Public Libraries
The Internet
List Brokers
Your Current Contacts
The Yellow Pages and Toll-Free Directories
Your Colleagues and Other Professionals
The Newspaper
Self-Check
Qualifying a Prospect
Following the NEADS Formula
Questioning Your Way to Success
Self-Check
Organizing Your Prospect Information
An Organized Workspace
Technological Tools
Organization in Contacting Prospects
Self-Check
Developing a Prospecting and Sales Forecasting Plan
Qualitative Methods
Data Needed in Order to Use Qualitative Methods
Quantitative Techniques
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Planning a Sales Call
Introduction
Obtaining Knowledge
The Product
Your Customers
Your Organization
The Competition
The Environment
Self-Check
Developing a Marketing Strategy
Market Segmentation
Target Marketing
Positioning Strategy
Understanding the Purchasing Process
Self-Check
Establishing Sales Presentation Objectives
Self-Check
Advocating Skills
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
The Selling Process
Making a Sales Call
Introduction
Getting an Appointment
Telephone Calls
In-Person Calls
Letters
Third-Party Introductions
Self-Check
Making a First Impression
Self-Check
Approaching a Customer
Managing Sales Call Anxiety and Motivation
Courtesy and Common Sense
Being Observant
Self-Check
Before Opening the Presentation
Self-Check
Using Attention-Getters
Self-Check
The Biggest Sales Mistakes
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Elements of a Great Sales Presentation
Introduction
The Importance of the Sales Presentation
Self-Check
Components of a Successful Presentation
Finding the Power Players
Keeping the Presentation as Brief as Possible
Handling Breaks
Preparing Beforehand
Customizing Your Materials
Developing Your Selling Vocabulary
Deciphering Body Language
Being Comfortable with Long-Distance Presentations
Establishing Trust
Self-Check
Solution Presentations
Self-Check
Adjuncts to a Presentation
Product Specifications
Written Proposals
Self-Check
Proof Devices for Effective Sales Presentations
The Product
Visual Aids
Demonstrations
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Responding to Objections
Introduction
Negotiating Buyer Concerns and Problems
Self-Check
Common Sources of Buyer Concerns
Fear of Salespeople
Fear of Failure
Fear of Owing Money
Fear of Deception
Fear of Embarrassment
Fear of the Unknovm
Fear of Repeating Past Mistakes
Fear Generated by Others
Self-Check
General Steps for Negotiating Buyer Concerns
Self-Check
Specific Steps in Negotiating Buyer Concerns
Listening to the Ghent's Feelings
Share the Concerns Without Judgment
Clarifying the Real Issue by Asking Questions
Problem-Solving by Presenting Options and Solutions
Asking for Action to Determine Commitment
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Closing a Sale
Introduction
Guidelines for Closing a Sale
Focusing on Buying Motives
Using Trial Closes to Gauge Interest
Asking a Reflex Question
Knowing What You Can Deliver
Displaying Self-Confidence
Asking for the Order More Than Once
Recognizing Closing Cues
Self-Check
Closing Techniques
The Basic Oral Close
The Basic Written Close
The Alternative Choice Close
The Porcupine Method
The Summary Close
Sharp Angling
The Higher Authority Close
Advanced Closing Techniques
Self-Check
Dealing with "I Want to Think It Over"
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
After the Sale: Service to Build a Partnership
Introduction
Building Long-Term Partnerships
Creating More Value for the Customer
Achieving Successful Sales
Self-Check
Customer Service Methods That Strengthen a Partnership
Cross-Selling and Up-Selling to Grow Sales
Following Up
Sending Thank-You Notes
Self-Check
Preplanning Your Service Strategy
Self-Check
Getting Referrals
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Managing Yourself and Your Career
Time and Territory Management: Keys to Success
Introduction
Managing Yourself
Self-Discipline
Good Habits
Self-Check
Time Management
Time Traps
Professional Selling Efficiency
Productivity Gains
Self-Check
Suggestions for Time Management
Self-Check
Territory Management
What Territory Management Involves
Territory Design
Sales Call Plans
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Managing and Training Others
Introduction
Sales Management Functions
Self-Check
Recruitment and Selection of Salespeople
The Planning Process
Recruiting Salespeople
Selecting Salespeople
Interviewing Salespeople
Avoiding Nine Common Recruiting Mistakes
Validating the Hiring Process
Self-Check
Orientation and Training
The Benefits of a Training Program
Planning for Training
Self-Check
Team Building
Self-Check
Sales Force Motivation
Individual Needs
Career Stages
Incentive and Recognition Programs
Self-Check
Compensation Plans
Expense Reimbursement
Benefits
Self-Check
Assessing Sales Force Productivity
Six Insights for Evaluation and Control Systems
Self-Check
Summary
Key Terms
Summary Questions
Applying This Chapter
You Try It
Endnotes
Glossary
Index

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