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, technnologies -- Part 3: The relationship selling process -- Prospecting - the lifeblood of selling -- Planning the sales call is a must1 -- 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 to success -- Time, territory, and self-management : keys to success

1. Selling