The Life, Times, and Career of
the Professional Salesperson
Personal Selling Today
A New Definition of Personal Selling
The Golden Rule of Personal Selling
What Salespeople Are Paid to Do
Why Choose a S
Then Customer Relationships
Social, Ethical, Legal Influences
Managements Social Responsibilities
What Influences Ethical Behavior?
Are There any Ethical Guidelines?
Managements Ethical Responsibilities
The Psychology of Selling:
Why People Buy
The Tree of Business Life: Benefits
Why People BuyThe Black Box Approach
Psychological Influences on Buying
A FABulous Approach to Buyer Need Satisfaction
How to Determine Important
What does it mean to close at each step of the sales process?
The purpose of a trial close is to ensure that all conditions for purchase are known and
that the buyer is serious about this process
How can integrating closes through
Are you surprised by the total score or was it what you expected?
I am defiantly surprised with my score because I was expecting it to be a little higher than it
Do you feel that one of these characteristics hinders your
Case study 1
Should Rick Lester "turn in his keys"?
I believe Rick should indeed turn in the keys and look for a new job.
How should Mr. Brown handle this situation? What should he
say to Rick?
Mr. Brown should let Mr. Lester know
Case study 2
What nonverbal cues did the salesperson, John Andrews, experience when contacting
John had a lot of nonverbal cues coming from Martha. She came in to the meeting late and
would immediately make him wait