The real world is the best teacher A number of examples and cases from well-known companies such as Home Depot, 3M, and Procter & Gamble, help stress the idea of a salesperson as an advisor, consultant, and partner to buyers. From consultative selling to strategic selling to partnering, Selling Today Eighth Edition provides the most comprehensive look at the practices that contribute to success in personal selling.

• A fresh new theme has been introduced to this edition: selling in the age of information. In addition to the skills needed to build personal relationships with customers who, now have access to the internet, the book presents personal selling as a set of transferable employment skills needed by knowledge workers who had not previously considered themselves salespeople.

• The role of technology in personal selling has been updated, including improved coverage of sales force automation technology and the Internet.

• Internet applications are integrated throughout the text.

• A special, downloadable laptop presentation has been prepared by the authors and can be used by students in role play situations.