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Newer Version Available
Cover of The Power of Selling v1.0
Published: 
March 2010
Page Count: 
470
ISBN (Digital): 
978-1-4533-2723-4

The Power of Selling

Version 1.0
By Kimberly Richmond

Included Supplements

Key Features

Teaching Personal Selling? Adopt this college textbook as is or personalize it online at Flat World. Change chapter titles, move content with ease, and delight in how much less your students pay. We publish peer-reviewed textbooks by expert authors. You make them perfect for your course.

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The Power of Selling

 

Kimberly Richmond

In writing The Power of Selling, Kimberly Richmond's goals were simple:

    • To make the selling process really come alive for students in the classroom
    • To teach students how to apply the fundamentals of selling to how to sell themselves and get the job they want, with the same process professional sales people learn for their own selling skills.

    This textbook is suitable for these courses: Marketing, Sales, Salesmanship (introductory level)

    This textbook is suitable for 2 and 4 year institutions.

    PEDAGOGICAL FEATURES:

      • CONTENT:

        • The content is based on the core selling tenets so instructors will find the familiar principles of selling. In addition, the impact of Sales 2.0 is addressed at every stage including how to use interactive tools such as Twitter, LinkedIn, Facebook, blogs, and wikis effectively.

      • VIDEO “RIDE-ALONGS”:

        • One of the best ways to learn about sales is by going on ride-alongs. So, every chapter begins with an exclusive feature called a Video Ride-Along. These short videos feature seven different sales professionals — one that starts each chapter. Each one talks about how he or she applies one of the key concepts covered in the chapter in their job. These videos are designed to be “virtual ride-alongs,” so students can actually feel as though they are getting insights first hand from selling professionals.

      • VIDEO LEARNING SEGMENTS:

        • Video Learning Segments are PowerPoint slides embedded with videos designed to supplement the course PowerPoints and focus on one concept, like an ethical dilemma, pre-call preparation, effective presentations, or effective emailing. Each segment includes slides, videos, discussion questions, or exercises.

      • SELLING U:

        • The last section of each chapter is called Selling U. It applies the concepts covered in the chapter to a student’s job search. Selling U topics include how to think about yourself as a brand, how to create a powerful cover letter and resume, how to create your personal elevator pitch, how to use networking and informational interviews to get the word out about your brand, how to prepare and dress for an interview, and how to negotiate and accept the right job offer. What makes The Power of Selling different is that Selling U is integrated into every chapter, making this text the ultimate guide to selling yourself.

      • CUSTOMIZABILITY:

        • The Flat World Knowledge publishing model allows instructors to adapt the textbook to the exact needs of their specific class and student body.

        See how easy it is to customize a textbook in this 4 minute demo: Flat World Editing Platform Video Demo

      You can visit the YouTube channel here for more than 50 videos you can use as resources for exercises and assignments in the classroom.

      Or, find the Power of Selling group on LinkedIn, including sales professionals from across the country and many different industries. It is a great tool for networking, discussions, asking questions, and connecting with ”real world“ selling professionals.

  • About the Author
  • Acknowledgments
  • Welcome to The Power of Selling

    • Chapter 1: The Power to Get What You Want in Life

  • 1.1 Get What You Want Every Day
  • 1.2 Selling: Heartbeat of the Economy and the Company
  • 1.3 Selling U: The Power of Your Personal Brand
  • 1.4 Review and Practice

    • Chapter 2: The Power to Choose Your Path: Careers in Sales

  • 2.1 What Does It Take to Be in Sales?
  • 2.2 Sales Channels and Environments: Where You Can Put Your Selling Skills to Work
  • 2.3 Selling U: Résumé and Cover Letter Essentials
  • 2.4 Review and Practice

    • Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work

  • 3.1 The Power of Relationship Selling
  • 3.2 Putting Adaptive Selling to Work
  • 3.3 Selling U: Networking—The Hidden Job Market
  • 3.4 Review and Practice

    • Chapter 4: Business Ethics: The Power of Doing the Right Thing

  • 4.1 Business Ethics: Guiding Principles in Selling and in Life
  • 4.2 Policies, Practices, and Cultures
  • 4.3 Selling U: Selling Your Personal Brand Ethically—Résumés and References
  • 4.4 Review and Practice

    • Chapter 5: The Power of Effective Communication

  • 5.1 Ready, Set, Communicate
  • 5.2 Your Best Behavior
  • 5.3 Selling U: The Power of Informational Interviews
  • 5.4 Review and Practice

    • Chapter 6: Why and How People Buy: The Power of Understanding the Customer

  • 6.1 Buying 101
  • 6.2 How the Buying Process Works
  • 6.3 Selling U: Developing and Communicating Your Personal FAB
  • 6.4 Review and Practice

    • Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers

  • 7.1 It’s a Process: Seven Steps to Successful Selling
  • 7.2 Prospecting: A Vital Role in the Selling Process
  • 7.3 Go Fish: Resources to Help You Find Your Prospects
  • 7.4 Selling U: How to Use Prospecting Tools to Identify 25 Target Companies
  • 7.5 Review and Practice

    • Chapter 8: The Preapproach: The Power of Preparation

  • 8.1 Researching Your Prospect: Going Deeper
  • 8.2 Solving, Not Selling
  • 8.3 Identify Precall Objectives: Getting Smart about Your Sales Call
  • 8.4 Prepare Your Presentation
  • 8.5 Selling U: Six Power-Packed Tools to Let the Right People Know about Your Brand
  • 8.6 Review and Practice

    • Chapter 9: The Approach: The Power of Connecting

  • 9.1 First Impressions Make All the Difference
  • 9.2 How to Start Off on the Right Foot
  • 9.3 Choosing the Best Approach for the Situation
  • 9.4 Overcoming Barriers to Success
  • 9.5 Selling U: What’s Your Elevator Pitch for Your Brand?
  • 9.6 Review and Practice

    • Chapter 10: The Presentation: The Power of Solving Problems

  • 10.1 Preparation: Your Key to Success
  • 10.2 Dress for Success
  • 10.3 Making Your Presentation Work
  • 10.4 How to Use SPIN Selling in Your Sales Call
  • 10.5 Putting It All Together
  • 10.6 Selling U: Selling Yourself in an Interview
  • 10.7 Review and Practice

    • Chapter 11: Handling Objections: The Power of Learning from Opportunities

  • 11.1 Objections Are Opportunities to Build Relationships
  • 11.2 Types of Objections and How to Handle Them
  • 11.3 Selling U: How to Overcome Objections in a Job Interview
  • 11.4 Review and Practice

    • Chapter 12: Closing the Sale: The Power of Negotiating to Win

  • 12.1 Closing Starts at the Beginning
  • 12.2 Collaborate to Negotiate
  • 12.3 Selling U: Negotiating to Win for Your Job Offer
  • 12.4 Review and Practice

    • Chapter 13: Follow-Up: The Power of Providing Service That Sells

  • 13.1 Follow-Up: The Lasting Impression
  • 13.2 Customer Satisfaction Isn’t Enough
  • 13.3 Selling U: What Happens after You Accept the Offer?
  • 13.4 Review and Practice

    • Chapter 14: The Power of Learning the Ropes

  • 14.1 Managing Yourself, Your Income, and Your Results
  • 14.2 Motivation, Learning, Enjoyment, Success
  • 14.3 Selling U: It’s Your Career—Own It!
  • 14.4 Review and Practice

    • Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business

  • 15.1 The Power of Entrepreneurship
  • 15.2 Selling Yourself and Your Idea
  • 15.3 Selling U: Inspiration, Resources, and Assistance for Your Entrepreneurial Journey
  • 15.4 Review and Practice
  • Epilogue: You’ve Got the Power
    • Instructor’s Manual

    Instructor’s Manual

    The Instructor’s Manual guides you through the main concepts of each chapter and important elements such as learning objectives, key terms, and key takeaways. Can include answers to chapter exercises, group activity suggestions, and discussion questions.

    Instructor’s Manual

    PowerPoint Lecture Notes

    PowerPoint Lecture Notes

    A PowerPoint presentation highlighting key learning objectives and the main concepts for each chapter are available for you to use in your classroom. You can either cut and paste sections or use the presentation as a whole.

    PowerPoint Lecture Notes

    Test Generator

    Test Generator

    Prefer printable tests? Download our test generator and start creating printable tests today! We offer a test generator for both PC and Mac users.

    Test Bank Files for Import to Learning Management Systems

    Test Bank Files for Import to Learning Management Systems

    For your convenience, we've packaged our test items for easy import into Learning Management Systems like Blackboard, Brightspace/D2L, Canvas, Moodle, or Respondus.

    Test Item File

    Test Item File

    Need assistance in supplementing your quizzes and tests? Our test-item files (in Word format) contain many multiple-choice, fill-in-the-blank, and short-answer questions.

    Other Supplements

    Other Supplements

    Solutions manuals, sample exams, video learning segments, workbooks, cases and lab manuals are just some of the extras our books will offer depending on the needs of the course. Click here to see what this textbook offers.

    At FlatWorld, we take pride in providing a range of high-quality supplements alongside our titles, to help instructors teach effectively. Supplements are available for instructors who have registered their adoption with us. If you need to review or preview something specific, please contact us.


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    Kimberly Richmond State College of Florida-Manatee-Sarasota

    Kim Richmond is a passionate brand builder and career catalyst. She has held senior marketing and sales positions at several major companies, including executive vice president of marketing at FAO Schwarz and other senior marketing roles at Kraft Foods, Sears, Zany Brainy, The Right Start, and Charming Shoppes. She has also made an impact as an adjunct professor, full-time faculty, and program manager at Saint Joseph’s University, Rutgers University, and State College of Florida. 
     
    Ms. Richmond is currently director of the 26 West Entrepreneurship Center at State College of Florida in Bradenton, FL. The totally integrated center serves both students and the business community and includes a Student Incubator, Business Growth Lab and Incubator, Personal Branding Lab, and student-run digital marketing agency called The Digital Collective. She is also an adjunct professor at the Haub School of Business at Saint Joseph’s University in Philadelphia, PA. Ms. Richmond believes in giving back and paying it forward. She currently serves on the Board of Directors of The Literacy Council of Sarasota. She has also served on the Board of Governors of the Philly Ad Club, the largest professional organization of marketing, advertising, and communication professionals in the Philadelphia region. Ms. Richmond frequently speaks at industry and academic events.  
     
    Ms. Richmond holds a Master of Business Administration from Loyola Chicago and a Bachelor of Arts from Northern Illinois University. 

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