New Features:

• New Leadership updates including: “Six Business Trends Every Salesperson Must Know” and “When the Boss is Based Far, Far Away” (Ch. 2); “On the Value of Professionalism” (Ch. 3); “Four Classic Categories of Prospects (Ch. 5)
• New and Revised Coverage of Creating Customer Value ( Ch. 3) including a new discussion of the changing customer and updates on implementing value-adding services and being your own brand.
• New Expert Advice profiles in chapters 3, 5, and 8. Expert Advice profiles showcase working professionals who have found success in relationship selling by applying aspects of the principles and concepts discussed in the chapter.
• New and Revised Innovation features throughout the entire book.

Retained Features:

• Role Plays. Students (and instructors) love role-plays in selling courses! This book is filled with role-play exercises that really enable students to translate the concepts learned into practice. Not only do these exercises invigorate the classroom experience, but they also prepare students for their future career lives. Complete instructions on how to conduct a role-play are provided.
• Leadership, Global, and Technology Boxes. Found throughout this book, these feature boxes stimulate class discussion and keep students abreast of the latest developments, technologically and otherwise, in the field of selling and sales management.
• Success Stories. The book has plenty of success story boxes from real salespeople and sales managers, allowing students to understand the practicality of what they are learning, while showcasing the attributes of those with great achievements.
• Mini-Cases. Each chapter has a mini-case at the end that stimulates critical thinking skills and reinforces the material learned in that chapter.