Overview of personal selling -- Building trust and sales ethics -- Understanding buyers -- Communication skills -- Strategic prospecting and preparing for sales dialogue -- Planning sales dialogues and presentations -- Sales dialogue : creating and communicating value -- Addressing concerns and...

1. Overview of personal selling -- 2. Building the trust and sales ethics -- 3. Understanding buyers -- 4. Communication skills -- 5. Strategic prospecting and preparing for sales dialogue -- 6. Planning sales dialogues and presentations -- 7. Sales dialogue: creating and communicating value --...