Business 2000: Selling

Enter the world of creative selling! Determine the clients needs and wants, prepare to sell, develop the sale, and close the sale! Business 2000: Selling gives skills for successful selling; while incorporating technology into the sales process.

Successful Selling

2

(22)

Careers in Selling

Lands' End

2

(1)

Project

Is a Career in Sales for You?

3

(1)

Lesson 1.1 Selling as a Career

4

(5)

Lesson 1.2 Attributes for Success

9

(5)

Lesson 1.3 Communicating for Success

14

(4)

Assessment and Review

Checkpoint

18

(1)

Think Critically

19

(1)

Make Connections

19

(4)

Chapter Review

23

Special Features

Business Math Connection

6

(11)

Communicate

17

Did You Know?

6

(8)

On the Scene

14

Tech Talk

6

(11)

Workshop

17

World View

11

(13)

Technology and Selling

24

(22)

Careers in Selling

Charles Schwab & Co., Inc.

24

(1)

Project

Technology and Selling

25

(1)

Lesson 2.1 Telemarketing and Customer Data

26

(5)

Lesson 2.2 The Internet and Multimedia

31

(6)

Lesson 2.3 Use Technology for Follow-Up

37

(3)

Assessment and Review

Checkpoint

40

(1)

Think Critically

41

(1)

Make Connections

41

(4)

Chapter Review

45

Special Features

Business Math Connection

38

(1)

Communicate

39

Did You Know?

27

(10)

On the Scene

37

Tech Talk

29

(10)

Workshop

39

World View

32

(14)

Preparing to Sell

46

(24)

Careers in Selling

Borders, Inc.

46

(1)

Project

Preparing to Sell

47

(1)

Lesson 3.1 Psychology of Selling

48

(6)

Lesson 3.2 Knowledge for Selling

54

(5)

Lesson 3.3 Prospecting for Sales

59

(5)

Assessment and Review

Checkpoint

64

(1)

Think Critically

65

(1)

Make Connections

65

(4)

Chapter Review

69

Special Features

Business Math Connection

57

Communicate

52

Did You Know?

51

(8)

On the Scene

59

(3)

Tech Talk

62

Workshop

61

World View

55

(15)

Developing the Sale

70

(26)

Careers in Selling

Creative Memories

70

(1)

Project

Planning the Sale

71

(1)

Lesson 4.1 The Pre-Approach

72

(6)

Lesson 4.2 Meeting a Need

78

(7)

Lesson 4.3 Handling Objections

85

(5)

Assessment and Review

Checkpoint

90

(1)

Think Critically

91

(1)

Make Connections

91

(4)

Chapter Review

95

Special Features

Business Math Connection

82

Communicate

74

Did You Know?

73

(12)

On the Scene

85

Tech Talk

74

(15)

Workshop

89

(1)

World View

89

(7)

Closing and Beyond

96

(30)

Careers in Selling

Delta Airlines

96

(1)

Project

Closing the Sale

97

(1)

Lesson 5.1 Closing and the Sales Process

98

(9)

Lesson 5.2 Methods of Closing

107

(7)

Lesson 5.3 After the Sale

114

(6)

Assessment and Review

Checkpoint

120

(1)

Think Critically

121

(1)

Make Connections

121

(4)

Chapter Review

125

Special Features

Business Math Connection

118

Communicate

105

(4)

Did You Know?

109

(5)

On the Scene

114

Tech Talk

108

(11)

Workshop

119

World View

116

(10)

Retail Selling

126

(32)

Careers in Selling

The Home Depot

126

(1)

Project

Retail Selling Process

127

(1)

Lesson 6.1 Basics of Retail Selling

128

(9)

Lesson 6.2 Sales Process in Retail Selling

137

(9)

Lesson 6.3 Other Skills for Retail Selling

146

(6)

Assessment and Review

Checkpoint

152

(1)

Think Critically

153

(1)

Make Connections

153

(4)

Chapter Review

157

Special Features

Business Math Connection

151

Communicate

147

Did You Know?

130

(16)

On the Scene

146

Tech Talk

130

(22)

Workshop

152

World View

143

(15)

Glossary

158

(3)

Index

161

(5)

Photo Credits

166

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Business 2000: Selling

Summary

Table of Contents

Supplemental Materials