Selling Fundamentals


Selling Fundamentals prepares students with a detailed, yet broad, step-by-step selling process that is universal in nature. Selling Fundamentals demonstrates to students the order of steps within the selling process; provides numerous examples of what should be in each step; and shows how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, Selling Fundamentals teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

Topics covered include:
• An Illustrated Overview of Selling
• Life, Times, and Career of the Professional Salesperson
• Relationship Marketing: Where Personal Selling Fits
• Ethics First… Then Customer Relationships
• The Psychology of Selling: Why People Buy
• Communication for Relationship Building: It’s Not All Talk
• Sales Knowledge: Customers, Products, Technologies
• Prospecting — The Lifeblood of Selling
• Planning the Sales Call Is a Must!
• Carefully Select Which Sales Presentation Method to Use
• Begin Your Presentation Strategically
• Elements of a Great Sales Presentation
• Welcome Your Prospect’s Objections
• Closing Begins the Relationship
• Service and Follow-Up for Customer Retention
• Time, Territory, and Self-Management: Keys to Success
• Planning, Staffing, and Training Successful Salespeople
• Motivation, Compensation, Leadership, and Evaluation of Salespeopl

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