The Power of Selling
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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.
Front Matter
1: The Power to Get What You Want in Life
2: The Power to Choose Your Path - Careers in Sales
3: The Power of Building Relationships- Putting Adaptive Selling to Work
4: Business Ethics - The Power of Doing the Right Thing
5: The Power of Effective Communication
6: Why and How People Buy- The Power of Understanding the Customer
7: Prospecting and Qualifying - The Power to Identify Your Customers
8: The Preapproach- The Power of Preparation
9: The Approach- The Power of Connecting
10: The Presentation - The Power of Solving Problems
11: Handling Objections - The Power of Learning from Opportunities
12: Closing the Sale- The Power of Negotiating to Win
13: Follow-Up - The Power of Providing Service That Sells
14: The Power of Learning the Ropes
15: Entrepreneurial Selling- The Power of Running Your Own Business
Back Matter