Part 1: Selling as a profession -- The life, times, and career of the professional salesperson -- Ethics first ... then customer relationships -- Part 2: Preparation for relationship selling -- The psychology of selling: why people buy -- Communication for relationship building: it's not all talk -- Sales knowledge: customers, products, technologies -- Part 3: The relationship selling process -- 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 -- Part 4: Time and territory management : keys to success -- Time, territory, and self-management: keys to success

1. Selling