Version History

Selling for Success: 2023 Edition is an adapted version of Selling for Success 2e: NSCC Edition and The Power of Selling(adapted version) published by BCcampus shared under a CC BY-NC-SA licence. Both works are based on The Power of Selling v. 1.0 published by Saylor in 2012 under a CC BY-NC-SA licence without attribution as requested by the work’s original creator or licensor. Chapters 4, 14 & 15 are not used in the NSCC editions.

Selling for Success 2nd edition
 Selling for Success 3rd edition
Unit 1 The Power to Get What You Want in Life I. The Power to Get What You Want in Life
1.1 Get What You Want Every Day 1.1 Selling in everyday life
1.2 Selling: Heartbeat of the Economy and the Company 1.2 Selling: Heartbeat of the Economy and the Company
1.3 Selling U: The Power of Your Personal Brand 1.3 Sales Is Not a Department, It’s a State of Mind
1.4 Review and Practice 1.4 Review and Practice
Key Takeaways
Unit 2 The Power to Choose Your Path: Careers in Sales II. Careers in Sales
2.1 What Does It Take to Be in Sales? 2.1 What Does It Take to Be in Sales?
2.2 Sales Channels and Environments: Where You Can Put Your Selling Skills to Work 2.2 Sales Channels and Environments
2.3 Selling U: Résumé and Cover Letter Essentials 2.3 What Kind of Job Can I Get in Sales?
2.4 Review and Practice 2.4 Review and Practice
Key Takeaways
Unit 3 The Power of Building Relationships: Putting Adaptive Selling to Work III. The Power of Building Relationships
3.1 The Power of Relationship Selling 3.1 The Power of Relationship Selling
3.2 Putting Adaptive Selling to Work 3.2 Networking: Relationships That Work for You
3.3 Selling U: Networking—The Hidden Job Market 3.3 Putting Adaptive Selling to Work
3.4 Review and Practice 3.4 The Social Style Matrix
3.5 What Is Your Selling Style?
3.6 Review and Practice
Key Takeaways
Unit 4 The Power of Effective Communication IV. The Power of Effective Communication
4.1 Ready, Set, Communicate 4.1 Ready, Set, Communicate
4.2 Your Best Behavior 4.2 Your Best Behaviour
4.3 Selling U: The Power of Informational Interviews 4.3 Types of Communication
4.4 Review and Practice 4.4 Review and Practice
Key Takeaways
Unit 5 Why and How People Buy: The Power of Understanding the Customer V. Why and How People & Organizations Buy
5.1 Buying 101 5.1 Buying 101
5.2 How the Buying Process Works 5.2 Maslow’s Hierarchy of Needs
5.3 Selling U: Developing and Communicating Your Personal FAB 5.3 Business-to-Business (B2B) Buying
5.4 Review and Practice 5.4 How the Buying Process Works
5.5 Buying Process Meets FAB
5.6 Review and Practice
Key Takeaways
Unit 6 Prospecting and Qualifying: The Power to Identify Your Customers VI. Prospecting and Qualifying
6.1 It’s a Process: Seven Steps to Successful Selling 6.1 It’s a Process: Seven Steps to Successful Selling
6.2 Prospecting: A Vital Role in the Selling Process 6.2 The Seven Steps of Selling
6.3 Go Fish: Resources to Help You Find Your Prospects 6.3 Prospecting: A Vital Role in the Selling Process
6.4 Selling U: How to Use Prospecting Tools to Identify 25 Target Companies 6.4 Go Fish: Resources to Help You Find Your Prospects
6.5 Review and Practice 6.5 Qualifying Your Prospects
6.6 Review and Practice
Key Takeaways
Unit 7 The Preapproach: The Power of Preparation VII. The Preapproach: The Power of Preparation
7.1 Researching Your Prospect: Going Deeper 7.1 Researching Your Prospect: Going Deeper
7.2 Solving, Not Selling 7.2 Solving, Not Selling
7.3 Identify Precall Objectives: Getting Smart about Your Sales Call 7.3 Review and Practice
7.4 Prepare Your Presentation
7.5 Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
7.6 Review and Practice
Key Takeaways
Unit 8 The Approach: The Power of Connecting VIII. The Approach: The Power of Connecting
8.1 First Impressions Make All the Difference 8.1 First Impressions Make All the Difference
8.2 How to Start Off on the Right Foot 8.2 Dress the Part
8.3 Choosing the Best Approach for the Situation 8.3 How to Start Off on the Right Foot
8.4 Overcoming Barriers to Success 8.4 Choosing the Best Approach for the Situation
8.5 Selling U: What’s Your Elevator Pitch for Your Brand? 8.5 Successful appointment making
8.6 Review and Practice 8.6 Review and Practice
Key Takeaways
Unit 9 The Presentation: The Power of Solving Problems IX. The Presentation
9.1 Preparation: Your Key to Success 9.1 Preparing for a Sales Presentation
9.2 Dress for Success 9.2 Dress for Success
9.3 Making Your Presentation Work 9.3 Presentation Details
9.4 How to Use SPIN Selling in Your Sales Call 9.4 How to Use SPIN Selling in Your Sales Call
9.5 Putting It All Together 9.5 Review and Practice
9.6 Selling U: Selling Yourself in an Interview
9.7 Review and Practice
Key Takeaways
Unit 10 Handling Objections: The Power of Learning from Opportunities X. Handling Objections
10.1 Objections Are Opportunities to Build Relationships 10.1 Objections Are Opportunities to Build Relationships
10.2 Types of Objections and How to Handle Them 10.2 Types of Objections and How to Handle Them
10.3 Selling U: How to Overcome Objections in a Job Interview 10.3 Types of Objections
10.4 Review and Practice 10.4 Review and Practice
Key Takeaways
Unit 11 Closing the Sale: The Power of Negotiating to Win XI. How to Close
11.1 Closing Starts at the Beginning 11.1 Closing as part of the selling process
11.2 Collaborate to Negotiate 11.2 Closing techniques and how to use them
11.3 Selling U: Negotiating to Win for Your Job Offer 11.3 Trial Closes and Closing challenges
11.4 Review and Practice 11.4 Review and Practice
Unit 12 Follow-Up: The Power of Providing Service That Sells Key Takeaways
12.1 Follow-Up: The Lasting Impression XII. Follow-up
12.2 Customer Satisfaction Isn’t Enough 12.1 Follow-Up: The Lasting Impression
12.3 Selling U: What Happens after You Accept the Offer? 12.2 Customer Satisfaction Isn’t Enough
12.4 Review and Practice 12.3 Review and Practice
Key Takeaways
Version History
Chapter Mapping for NSCC Edition
Selling for Success: NSCC Edition The Power of Selling
Unit 1 The Power to Get What You Want in Life Chapter 1: The Power to Get What You Want in Life
Unit 2 The Power to Choose Your Path: Careers in Sales Chapter 2: The Power to Choose Your Path: Careers in Sales
Unit 3 The Power of Building Relationships: Putting Adaptive Selling to Work Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work
Unit 4 The Power of Effective Communication Chapter 5: The Power of Effective Communication
Unit 5 Why and How People Buy: The Power of Understanding the Customer Chapter 6: Why and How People Buy: The Power of Understanding the Customer
Unit 6 Prospecting and Qualifying: The Power to Identify Your Customers Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers
Unit 7 The Preapproach: The Power of Preparation Chapter 8: The Preapproach: The Power of Preparation
Unit 8 The Approach: The Power of Connecting Chapter 9: The Approach: The Power of Connecting
Unit 9 The Presentation: The Power of Solving Problems Chapter 10: The Presentation: The Power of Solving Problems
Unit 10 Handling Objections: The Power of Learning from Opportunities Chapter 11: Handling Objections: The Power of Learning from Opportunities
Unit 11 Closing the Sale: The Power of Negotiating to Win Chapter 12: Closing the Sale: The Power of Negotiating to Win
Unit 12 Follow-Up: The Power of Providing Service That Sells Chapter 13: Follow-Up: The Power of Providing Service That Sells
Chapters 4, 14 & 15 – Not Used

Selling for Success Changes

  • Videos from original open textbook retained.
  • In-text attributions changed to footnotes.
  • Missing attribution statements for text and images added.
  • Some images removed due to copyright compliance.
  • Long descriptions moved to Long Descriptions chapter at end of book.
  • Accessibility changes. Images of text converted to tables that can be read as text.
  • Sections on Review and Practice added from NSCC Selling for Success 2e.

License

Version History Copyright © 2023 by NSCC. All Rights Reserved.

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