Professional selling : a relationship process / Mary Ann Oberhaus, Sharon A. Ratliffe, Vernon R. Stauble

Includes bibliographical references and index

-- Contents Preface Pt. 1 Twenty-First Century Sales Horizons Ch. 1 Professional Selling - Its Importance and Perspectives Ch. 2 Professional Selling Through Relational Communication Ch. 3 Ethical, Legal, and Cultural Issues in Professional Selling Pt. 2 The Salesperson and the Profession Ch. 4 Understanding Yourself and Communicating a Positive Sales Image Ch. 5 Know Your Industry, Company, Products, and Competition Pt. 3 From Prospect to Client Ch. 6 Identifying High Potential Prospects Ch. 7 Understanding Buying Behavior and the Buying Process Ch. 8 The Importance of Communication in Creating a Positive Buying Climate Ch. 9 Listening - The Key to Effective Selling Pt. 4 Anatomy of the Selling Process Ch. 10 Opening the Interview - Developing Verbal and Nonverbal Rapport Ch. 11 Probing for Buying Needs Ch. 12 Preparing the Sales Presentation Ch. 13 Delivering the Sales Presentation Ch. 14 Managing Buying Resistance Ch. 15 Closing and Taking Leave of the Interview Ch. 16 Servicing the Account Pt. 5 Staying Alive - Methods of Maintaining a Professional Sales Career Ch. 17 Telemarketing, Technology, and Communications Systems Ch. 18 Managing Self, Time, and Territory Ch. 19 Sales Management Ch. 20 Career Management Glossary Index