Table of Contents
PART ONE WHAT IS CONTEMPORARY SELLING?
CHAPTER 1 INTRODUCTION TO CONTEMPORARY SELLING
A Model for Contemporary Selling
Building Relationships, Creating Value
Understanding Sellers and Buyers
Issues Outside the Circles: The Global Selling Environment
Mini-Case 1: Creekside Outdoor Gear
Appendix: Additional Information on Role Plays
CHAPTER 2 UNDERSTANDING SELLERS AND BUYERS
Overview of Selling as a Career
Why Sales Jobs Are So Rewarding
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