Hopkins, Dalrymple, Cron, DeCarlo, Horvath:

Wiley Pathways Selling, 1st Edition

Student Companion Site

Table Of Contents

Chapter 1: The Life and Career of a Professional Salesperson

Chapter 2: Ethical and Legal Issues in Selling

Chapter 3: Why People Buy: Understanding Buyer Behavior

Chapter 4: Communication Skills for Relationship Building

Chapter 5: Prospecting

Chapter 6: Planning the Sales Call

Chapter 7: Making the Sales Call

Chapter 8: Elements of a Great Sales Presentation

Chapter 9: Responding to Objections

Chapter 10: Closing the Sale

Chapter 11: After the Sale: Service to Build the Partnership

Chapter 12: Time and Territory Management: Keys to Success

Chapter 13: Managing and Training Others

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