PART ONE WHAT IS CONTEMPORARY SELLING?
CHAPTER 1 INTRODUCTION TO CONTEMPORARY SELLING
CHAPTER 2 UNDERSTANDING SELLERS AND BUYERS
CHAPTER 3 VALUE CREATION IN BUYER–SELLER RELATIONSHIPS
CHAPTER 4 ETHICAL AND LEGAL ISSUES IN CONTEMPORARY SELLING
CHAPTER 5 CRM, SALES TECHNOLOGIES, AND SALES ANALYTICS
PART TWO ELEMENTS OF THE CONTEMPORARY SELLING PROCESS
CHAPTER 6 PROSPECTING AND SALES CALL PLANNING
CHAPTER 7 COMMUNICATING THE SALES MESSAGE
CHAPTER 8 NEGOTIATING FOR WIN-WIN SOLUTIONS
CHAPTER 9 CLOSING THE SALE AND FOLLOW-UP
CHAPTER 10 SALESPERSON SELF-MANAGEMENT
PART THREE MANAGING THE CONTEMPORARY SELLING PROCESS
CHAPTER 11 SALESPERSON PERFORMANCE: BEHAVIOR, MOTIVATION, AND ROLE PERCEPTIONS
CHAPTER 12 RECRUITING, SELECTING, AND TRAINING SALESPEOPLE
CHAPTER 13 COMPENSATING AND EVALUATING SALESPEOPLE