The text is designed to provide an "inside" perspective of professional sales, as both a profession, and as an aspect of "everyday life."
Some of the most relevent/major learning goals:
Understanding the role of selling in everyday life.
Discuss the characteristics required to be successful in a career in sales.
Understand why relationships are so important in selling.
Understand ethics and what composes ethical behavior.
Recognize the elements of effective business communication.
Describe the different types of customers and why this information is important in determining customers’ needs.
Explain the role of the seven steps of the selling process.
Explain how to research a qualified prospect and list resources to conduct prospect research.
Understand the role of first impressions and the importance of a strong approach.
Learn how to prepare for a sales presentation.
Understand what a sales objection is.
Understand what follow-up entails and why it is so important.
Understand how to manage yourself as a selling professional.
Discuss the role of entrepreneurial businesses in the economy.