Loose Leaf for Selling

Chapter 1: Selling and Salespeople 
Chapter 2: Ethical and Legal Issues in Selling 
Chapter 3: Buying Behavior and the Buying Process 
Chapter 4: Using Communication Principles to Build Relationships 
Chapter 5: Adaptive Selling for Relationship Building 
Chapter 6: Prospecting 
Chapter 7: Planning the Sales Call 
Chapter 8: Making the Sales Call 
Chapter 9: Strengthening the Presentation 
Chapter 10: Responding to Objections 
Chapter 11: Obtaining Commitment 
Chapter 12: Formal Negotiating 
Chapter 13: Building Partnering Relationships 
Chapter 14: Building Long-Term Partnerships
Chapter 15: Managing Your Time and Territory 
Chapter 16: Managing within Your Company 
Chapter 17: Managing Your Career