Power of Selling

by Lisa O'Halloran

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This text aims to explore selling as a career and the success factors in selling. Learn the consultative selling process including product/industry knowledge, approach techniques, needs assessment, product presentation and demonstration, handling objections, and closing the sale successfully to build a relationship.

Description from LibreTexts.

Publisher
Northeast Wisconsin Technical College
Subjects
Business
Licence
CC BY-NC-SA 3.0, as LibreTexts states it. Non-commercial use only.
Who can read
Tweens profiles and older, judged from its title and subjects

Contents

LibreTexts writes equations in TeX, and here they show as TeX; the PDF has them typeset.

  1. Front Matter
  2. TitlePage
  3. InfoPage
  4. Table of Contents
  5. Licensing
  6. 1: What is Sales?
  7. 1.1: Selling in Everyday Life
  8. 1.2: Heartbeat of the Company
  9. 1.3: What Does It Take to Be in Sales?
  10. 1.4: Sales Channels
  11. 1.5: Why and How People Buy
  12. 1.6: How the Buying Process Works
  13. 1.7: Ethics - Doing the Right Thing
  14. 2: Getting Started
  15. 2.1: Seven Steps to Successful Selling
  16. 2.2: Prospecting
  17. 2.3: Qualifying
  18. 2.4: The Pre-Approach
  19. 3: The Approach
  20. 3.1: The Power of First Impressions
  21. 3.2: Standards for Contact
  22. 3.3: Choosing the Best Approach
  23. 4: The Needs Assessment
  24. 4.1: Solving, Not Selling
  25. 4.2: Setting Sales Call Objectives
  26. 5: The Sales Presentation
  27. 5.1: Preparation
  28. 5.2: Dress for Success
  29. 5.3: Making Your Presentation Work
  30. 5.4: Using the SPIN Method
  31. 5.5: Putting It All Together
  32. 5.6: The Social Style Matrix
  33. 6: Handling Objections
  34. 6.1: Objections Are Opportunities to Learn
  35. 6.2: Objection Types and How to Handle
  36. 7: Closing the Sale
  37. 7.1: Closing Starts at the Beginning
  38. 7.2: Collaborate to Negotiate
  39. 8: Building Relationships
  40. 8.1: Follow-Up is the Lasting Impression
  41. 8.2: Customer Satisfaction Is Not Enough
  42. Back Matter
  43. Detailed Licensing