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Published: 
February 2019
Page Count: 
534
ISBN: 
978-1-4533-9525-7

The Power of Selling

Version 2.0 By: Kimberly Richmond
Homework system included

This book is available with FlatWorld's Homework System at no additional cost to your students. Learn more

Key Features:

  • Real-world context that provides insights into how effective selling is actually accomplished.
  • Focus on core selling tenets for easy adoption.
  • New chapter dedicated to social selling and the role of LinkedIn, Facebook, Twitter, and other platforms in the buying and selling process.
  • Video “Ride-Alongs,” which feature sales professionals talking about key concepts in each chapter.
  • Selling U section in each chapter applies the concepts covered in the chapter to a student’s job search.
  • More role plays and interactive activities in each chapter to engage students inside and outside the classroom by practicing selling skills (for in-person and online classes). Instructor Resources include:
    • Sales Shark Tank—Capstone Team Sales Project including outline and framework for a sales proposal and sales presentation.
    • LinkedIn semester-long project to give students a head start on their profile and network.
  • Book is customizable for individual professor needs.

Educators

Request a Review Copy Review the text Adopt Customize this Book

Students

Online Ebook Price:  $29.95 Full Color Book + Online Ebook Price:  $54.95
Buy This Book Redeem My Code

This textbook is suitable for the following courses: Marketing, Personal Selling, Sales, Selling, Salesmanship, Professional Selling.

Richmond’s goal in writing The Power of Selling was simple: To make the selling process come alive for students in the classroom, to teach students how to apply the fundamentals of selling, how to sell themselves, and to get the job they want with the same process professional sales people learn for their own selling skills. This textbook uses the traditional selling tenets as its foundation and adapts the concepts to the rapidly changing world of business in today’s environment, including the use of Twitter, LinkedIn, Facebook, blogs, wikis, and other interactive ways of connecting with customers.

New in This Version:
  • Chapter dedicated to social selling (using social media to make connections and build relationships).
  • Selling U section focused on helping students leverage social media for their personal brand and internship and job search including short step-by-step “how to…” videos.
  • Social selling meets personal branding – LinkedIn semester-long project to give students a head start on their profile and network.
  • Updated real world stories, examples and videos featuring sales professionals to demonstrate key concepts in each chapter.
  • More role plays and interactive activities in each chapter to engage students inside and outside the classroom by practicing selling skills (for in person and online classes).
  • Sales Shark Tank - Capstone Team Sales Project including outline and framework for a sales proposal and sales presentation.
  • Autograded quizzes embedded in the online reader offer multiple choice questions that reinforce student learning.

This book is now available with FlatWorld’s Homework System at no additional cost to your students.

With the new, easy-to-use Homework System, you will be able to assign questions and autograde homework. The system includes multi-format questions written specifically for your FlatWorld book, which you can access through our stand-alone interface or integrate with your learning management system (e.g. Canvas, Moodle, Brightspace/D2L, and Blackboard).

Visit the FlatWorld Homework page to learn more.

To schedule a demo for help in setting up FlatWorld Homework for your course, contact your Sales Rep or FlatWorld support.

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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This book is now available with FlatWorld’s Homework System at no additional cost to your students.

With the new, easy-to-use Homework System, you will be able to assign questions and autograde homework. The system includes multi-format questions written specifically for your FlatWorld book, which you can access through our stand-alone interface or integrate with your learning management system (e.g. Canvas, Moodle, Brightspace/D2L, and Blackboard).

Visit the FlatWorld Homework page to learn more.

To schedule a demo for help in setting up FlatWorld Homework for your course, contact your Sales Rep or FlatWorld support.

Instructor Manual

Instructor Manual

The Instructor 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 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 - powered by Cognero

Test Generator - powered by Cognero

FlatWorld has partnered with Cognero, a leading online assessment system, that allows you to create printable tests from FlatWorld provided content.

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.

Kim richmond

Kimberly Richmond Saint Joseph's University

Kimberly Richmond is an executive, author, speaker, and professor in the sales and marketing arena. She is a senior marketing executive with over 25 years of sales, marketing, and branding experience. She has held senior marketing 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. Her leadership roles have included training and communication to the national consumer selling organization of over 10,000 sales people at Sears in the Home Appliance Group. In addition, she was a member of the senior management team at FAO Schwarz that relaunched the brand and in the process completely transformed the hiring process for store sales associates. Ms. Richmond is currently a principal at Richmond Marketing + Communications, the marketing consultancy firm she founded. Her firm specializes in multi-channel sales, marketing and branding including traditional and online marketing strategies. She also consults with sales organizations to help them realize the true potential of the company’s marketing and selling efforts. She is the author of Brand You, a guide to build and market your personal brand, which was published by Prentice Hall in November 2008. She is also an Adjunct Professor at the Haub School of Business at Saint Joseph’s University (Philadelphia) and Rutgers University in New Jersey. She is a member of the Thought Leaders Panel for the Center for Consumer Research, and the Advisory Board of the Department of Marketing at Saint Joseph’s University. Ms. Richmond frequently speaks at industry and academic events. She also serves on the Board of Governors of the Philly Ad Club.
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