Part I: Developing a Personal Selling Philosophy
1.Personal Selling and the Marketing Concept
2. Personal Selling Opportunities in the Age of Information

Part II: Developing a Relationship Strategy
3. Creating Value with a Relationship Strategy
4. Ethics: The Foundation for Relationships in Selling

Part III: Developing a Product Strategy
5. Creating Product Solutions
6. Product-Selling Strategies That Add Value

Part IV: Developing a Customer Strategy
7. Understanding Buyer Behavior
8. Developing a Prospect Base

Part V: Developing a Presentation Strategy
9. Approaching the Customer
10. Creating the Consultative Sales Presentation
11. Custom Fitting the Sales Demonstration
12. Negotiating Buyer Concerns
13. Closing the Sale and Confirming the Partnership
14. Servicing the Sale and Building the Partnership

Part VI: Management of Self and Others
15. Management of Self: The Key to Greater Sales Productivity
16. Communication Styles: Managing the Relationship Process
17. Management of the Sales Force