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Introduction
1.1 Selling in everyday life
1.2 Selling: Heartbeat of the Economy and the Company
1.3 Sales Is Not a Department, It’s a State of Mind
1.4 Review and Practice
Key Takeaways
2.1 What Does It Take to Be in Sales?
2.2 Sales Channels and Environments
2.3 What Kind of Job Can I Get in Sales?
2.4 Review and Practice
3.1 The Power of Relationship Selling
3.2 Networking: Relationships That Work for You
3.3 Putting Adaptive Selling to Work
3.4 The Social Style Matrix
3.5 What Is Your Selling Style?
3.6 Review and Practice
4.1 Ready, Set, Communicate
4.2 Your Best Behaviour
4.3 Types of Communication
4.4 Review and Practice
5.1 Buying 101
5.2 Maslow’s Hierarchy of Needs
5.3 Business-to-Business (B2B) Buying
5.4 How the Buying Process Works
5.5 Buying Process Meets FAB
5.6 Review and Practice
6.1 It’s a Process: Seven Steps to Successful Selling
6.2 The Seven Steps of Selling
6.3 Prospecting: A Vital Role in the Selling Process
6.4 Go Fish: Resources to Help You Find Your Prospects
6.5 Qualifying Your Prospects
6.6 Review and Practice
7.1 Researching Your Prospect: Going Deeper
7.2 Solving, Not Selling
7.3 Review and Practice
8.1 First Impressions Make All the Difference
8.2 Dress the Part
8.3 How to Start Off on the Right Foot
8.4 Choosing the Best Approach for the Situation
8.5 Successful appointment making
8.6 Review and Practice
9.1 Preparing for a Sales Presentation
9.2 Dress for Success
9.3 Presentation Details
9.4 How to Use SPIN Selling in Your Sales Call
9.5 Review and Practice
10.1 Objections Are Opportunities to Build Relationships
10.2 Types of Objections and How to Handle Them
10.3 Types of Objections
10.4 Review and Practice
11.1 Closing as part of the selling process
11.2 Closing techniques and how to use them
11.3 Trial Closes and Closing challenges
11.4 Review and Practice
12.1 Follow-Up: The Lasting Impression
12.2 Customer Satisfaction Isn’t Enough
12.3 Review and Practice
Image Long Descriptions
Version History
Learning Objectives
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