Main Topics

• What Is the Purpose of Business?
• Essentials of a Firm's Marketing Effort
• What Is Selling?
• Personal Selling Today
• A New Definition of Personal Selling
• The Golden Rule of Personal Selling
• Everybody Sells!
• What Salespeople Are Paid to Do
• Why Choose a Sales Career?
• Is a Sales Career Right for You?
• Success in Selling--What Does It Take?
• C--Characteristics for the Job Examined
• Do Success Characteristics Describe You?
• Relationship Selling
• Sales Jobs Are Different
• What Does a Professional Salesperson Do?
• The Future for Salespeople
• E-Selling: Technology and Information Build Relationships
• Selling Is for Large and Small Organizations
• The Plan of This Textbook
• Building Relationships through the Sales Process