Preface Part 1 The Field of Selling Chapter 1 Selling and Salespeople Chapter 2 Building Partnering Relationships Part 2 Knowledge and Skill Requirements Chapter 3 Ethical and Legal Issues in Selling Chapter 4 Buying Behavior and the Buying Process Chapter 5 Using Communication Principles to Build Relationships Chapter 6 Adaptive Selling for Relationship Building Part 3 The Partnership Process Chapter 7 Prospecting Chapter 8 Planning the Sales Call Chapter 9 Making the Sales Call Chapter 10 Strengthening the Presentation Chapter 11 Responding to Objections Chapter 12 Obtaining Commitment Chapter 13 Formal Negotiating Chapter 14 After the Sale: Building Long-Term Partnerships Part 4 The Salesperson as Manager Chapter 15 Managing Your Time and Territory Chapter 16 Managing within Your Company Chapter 17 Managing Your Career Endnotes Glossary Indexes