The Power of Selling, written by Kimberly Richmond and published by Flatworld Knowledge, is an online textbook suitable for sales classes. Consisting of 16 chapters, the book covers traditional sales topics such as prospecting, handling objections, and closing, as well as topics such as “getting what you want out of life,” “careers in sales,” and “running your own business.”
Chapters consist of 4+ sections; these sections cover chapter material, offer professional advice for sales careers, offer advice for job searches, and offer the opportunity for review and practice. Each chapter section begins with a set of learning objectives, and ends with key take-aways and exercises. Video-clips and other links embedded within the chapters provide excellent examples of key concepts. For instance, the concept of empathy is demonstrated with an actual letter of apology that airline Jet Blue sent to customers.
It appears that students can access the online text free of charge. If the student wishes to print the chapters and/or access chapter study aids, a small fee is assessed. Also available on the site are access to the author’s blog on LinkedIn, access to podcasts with the author (in which the author discusses the idea behind the textbook), and resources for educators, including the ability to request a hard copy of the book.
This book can be read directly online, downloaded as a pdf or each chapter can be printed for a small price.
Type of Material:
Open Textbook
Recommended Uses:
This book is most appropriate for an undergraduate entry-level sales class (i.e., Principles of Professional Selling).
Technical Requirements:
An Internet browser such as Microsoft Explorer or Mozilla's Firefox is required. High-speed Internet access is useful if the student wishes to access the video-clips embedded throughout the text. If students would like to access the author's blog on LinkedIn, a LinkedIn account must be established.
Identify Major Learning Goals:
Learning goals are stated throughout the book, with specific goals stated in each section. The overall learning goals, however, seem obvious: to provide students with the information needed to perform well in sales, and to offer students advice on how to best begin a sales career.
Target Student Population:
College undergraduates
Prerequisite Knowledge or Skills:
Students should have completed an introductory marketing course prior to using this book.
Content Quality
Rating:
Strengths:
The main strength the text offers is practical advice relevant to today's undergraduates. Take, for example, Chapter 5: The Power of Effective Communication. The chapter discusses the importance of understanding miscommunicated messages and the role communication plays in making a first impression. The inability to express emotions in e-mails and texts is covered thoroughly. Students are advised to "think before they communicate" and to avoid using "texting" language in professional correspondence. Much time is spent discussing the proper way to shake hands. The section "Your Best Behavior" covers etiquette for business communication; topics covered include writing a business letter, exchanging business cards, writing thank you notes, and ordering and eating a meal at a business dinner.
Similarly, the chapter titled "The Power of Learning the Ropes" (Chapter 14), offers very practical advice regarding what it takes to be successful in sales. Students are encouraged to set up "ride-alongs" and utilize key internal resources (e.g., sales managers). Advice for organizing and prioritizing is offered, and compensation plans discussed. In the section "Motivation, Learning, Enjoyment, and Success," students are provided with tips for staying motivated and healthy. The subsequent section discusses the importance of internships and offers strategies for finding an internship. Students should value this practical approach; essentially the book offers a "how-to" on getting a job in sales and succeeding in that role.
This book can be read directly online, downloaded as a pdf or each chapter can be printed for a small price.
Concerns:
In some areas, the coverage of content seems superficial. Very little of the content is theory-driven. Some concepts would benefit from a more in-depth discussion and the presentation of alternative viewpoints.
Potential Effectiveness as a Teaching Tool
Rating:
Strengths:
The chapters are easy to read and offer very practical advice. Undergraduate students will appreciate the relevant advice targeting their age group. The communication chapter, for example, highlights the role communication plays in making a first impression and presents communication as the foundation for relationships. "Rules of Engagement" are offered, in which the student is encouraged to ask each customer how he or she prefers to communicate. This step-by-step approach of providing advice should be quite effective in improving students' level of professionalism and preparedness for the job market.
The book could be used in an online class as well as a traditional face-to-face class. Role plays provided within the "Review and Practice" sections could be used to demonstrate key sales behaviors, and discussion questions could be used to test knowledge of concepts.
Concerns:
My primary concern relates to the lack of theoretical content. Instructors might wish to supplement the book with more in-depth coverage of some concepts. Also, my own experience has been that students in my face-to-face classes do not like using online books.
Ease of Use for Both Students and Faculty
Rating:
Strengths:
The site is very easy to use. It is well-laid out; on the opening page, students can pick one of four tabs: (1) Description (which provides a basic description of the text); (2) Table of Contents; (3) About the Author; and (4) Supplements (which provides information of interest to instructors, i.e., how to receive the instructor's manual, test banks, etc.). Clicking on the "Table of Contents" tab will take students to the online book. At this point, students can choose to read the material online, or print the material for a small fee. Chapter study aids are also available on this page, for a small fee.
Once students click on a chapter link, the link expands to reveal a link for each section. Within the sections, students can access embedded video clips and other links to supplemental materials. Sections tend to be consistent across chapters; for example, each chapter has a "Selling U" section that provides advice for job-hunting, and a "Review and Practice" section that facilitates review and application of what was learned in the chapter.
All links work well, as do the video clips. The site is well-organized and attractive. Students should be able to maneuver through the site quickly and easily.
Concerns:
None
Creative Commons:
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