《销售学入门 英文版 第5版》

PART Ⅰ1

Selling as a Profession1

1 The Life. Times. and Career of the Professional Salesperson2

2 Relationship Marketing: Where Personal Selling Fits38

3 Social. Ethical. and Legal Issues in Selling64

PART Ⅱ93

Prepazatian for Relationship Selling93

4 The Psychology of Selling: Why People Buy94

5 Communication and Persuasion: It's Not All Talk130

6 Sales Knowledge; Customers. Products. Technologies156

PABT Ⅲ189

The Relationship Selling Process189

7 Find Your Prospect. Then Plan Your Sales Call190

8 Select Your Presentation Method. Then Open It Strategically226

9 Elements of Making a Great Sales Presentation270

10 Welcome Your Prospect's Objections302

11 Closing Begins the Relationship336

12 Service and Follow-up for Customer Retention368

PART Ⅳ389

Cazeezs in Selling389

13 Retail Selling: Challenging and Rewarding390

14 Organizational Selling: Business. Services. and Nonprofit418

PART Ⅳ439

Managing yourself, your Cazeez and Others439

15 Time. Territory and Self-Management: Keys to Success440

16 Planning, Organizing, Staffing of Successful Salespeople464

17 Motivation. Compensation. Leadership. and Evaluation of Salespeople498

Notes530

Glossary of Selling Terms538

Photo Credits and Acknowledgments547

Name Index549

Company Index551

Subject Index553