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The Power of Selling

by LibreTexts

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The Power of Selling is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills.

Description from LibreTexts.

Subjects
Business, Marketing
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: The Power to Get What You Want in Life
  7. 1.1: Introduction
  8. 1.2: Get What You Want Every Day
  9. 1.3: Selling - Heartbeat of the Economy and the Company
  10. 1.4: Selling U- The Power of Your Personal Brand
  11. 1.5: Review and Practice
  12. 2: The Power to Choose Your Path - Careers in Sales
  13. 2.1: Introduction
  14. 2.2: What Does It Take to Be in Sales?
  15. 2.3: Sales Channels and Environments - Where You Can Put Your Selling Skills to Work
  16. 2.4: Selling U - Résumé and Cover Letter Essentials
  17. 2.5: Review and Practice
  18. 3: The Power of Building Relationships - Putting Adaptive Selling to Work
  19. 3.1: Introduction
  20. 3.2: The Power of Relationship Selling
  21. 3.3: Putting Adaptive Selling to Work
  22. 3.4: Selling U - Networking—The Hidden Job Market
  23. 3.5: Review and Practice
  24. 4: Business Ethics - The Power of Doing the Right Thing
  25. 4.1: Introduction to Business Ethics
  26. 4.2: Business Ethics - Guiding Principles in Selling and in Life
  27. 4.3: Policies, Practices, and Cultures
  28. 4.4: Selling U - Selling Your Personal Brand Ethically—Résumés and References
  29. 4.5: Review and Practice
  30. 5: The Power of Effective Communication
  31. 5.1: Introduction to Effective Communication
  32. 5.2: Ready, Set, Communicate
  33. 5.3: Your Best Behavior
  34. 5.4: Selling U - The Power of Informational Interviews
  35. 5.5: Review and Practice
  36. 6: Why and How People Buy- The Power of Understanding the Customer
  37. 6.1: Introduction
  38. 6.2: Buying 101
  39. 6.3: How the Buying Process Works
  40. 6.4: Selling U - Developing and Communicating Your Personal FAB
  41. 6.5: Review and Practice
  42. 7: Prospecting and Qualifying - The Power to Identify Your Customers
  43. 7.1: Introduction
  44. 7.2: It’s a Process - Seven Steps to Successful Selling
  45. 7.3: Prospecting - A Vital Role in the Selling Process
  46. 7.4: Go Fish - Resources to Help You Find Your Prospects
  47. 7.5: Selling U - How to Use Prospecting Tools to Identify 25 Target Companies
  48. 7.6: Review and Practice
  49. 8: The Preapproach- The Power of Preparation
  50. 8.1: Introduction
  51. 8.2: Researching Your Prospect - Going Deeper
  52. 8.3: Solving, Not Selling
  53. 8.4: Getting Smart about Your Sales Call
  54. 8.5: Prepare Your Presentation
  55. 8.6: Selling U - Six Power-Packed Tools to Let the Right People Know about Your Brand
  56. 8.7: Review and Practice
  57. 9: The Approach- The Power of Connecting
  58. 9.1: Introduction
  59. 9.2: First Impressions Make All the Difference
  60. 9.3: How to Start Off on the Right Foot
  61. 9.4: Choosing the Best Approach for the Situation
  62. 9.5: Overcoming Barriers to Success
  63. 9.6: Selling U - What’s Your Elevator Pitch for Your Brand?
  64. 9.7: Review and Practice
  65. 10: The Presentation - The Power of Solving Problems
  66. 10.1: Introduction
  67. 10.2: Preparation - Your Key to Success
  68. 10.3: Dress for Success
  69. 10.4: Making Your Presentation Work
  70. 10.5: How to Use SPIN Selling in Your Sales Call
  71. 10.6: Putting It All Together
  72. 10.7: Selling U - Selling Yourself in an Interview
  73. 10.8: Review and Practice
  74. 11: Handling Objections - The Power of Learning from Opportunities
  75. 11.1: Introduction to Handling Objections
  76. 11.2: Objections Are Opportunities to Build Relationships
  77. 11.3: Types of Objections and How to Handle Them
  78. 11.4: Selling U - How to Overcome Objections in a Job Interview
  79. 11.5: Review and Practice
  80. 12: Closing the Sale- The Power of Negotiating to Win
  81. 12.1: Introduction
  82. 12.2: Closing Starts at the Beginning
  83. 12.3: Collaborate to Negotiate
  84. 12.4: Selling U - Negotiating to Win for Your Job Offer
  85. 12.5: Review and Practice
  86. 13: Follow-Up - The Power of Providing Service That Sells
  87. 13.1: Introduction
  88. 13.2: Follow-Up - The Lasting Impression
  89. 13.3: Customer Satisfaction Isn’t Enough
  90. 13.4: Selling U - What Happens after You Accept the Offer?
  91. 13.5: Review and Practice
  92. 14: The Power of Learning the Ropes
  93. 14.1: Introduction
  94. 14.2: Managing Yourself, Your Income, and Your Results
  95. 14.3: Motivation, Learning, Enjoyment, Success
  96. 14.4: Selling U - It’s Your Career—Own It!
  97. 14.5: Review and Practice
  98. 15: Entrepreneurial Selling- The Power of Running Your Own Business
  99. 15.1: Chapter Introduction
  100. 15.2: The Power of Entrepreneurship
  101. 15.3: Selling Yourself and Your Idea
  102. 15.4: Selling U - Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
  103. 15.5: Review and Practice
  104. 15.6: Epilogue- You’ve Got the Power
  105. Back Matter
  106. Epilogue- You’ve Got the Power
  107. Index
  108. Glossary
  109. Detailed Licensing