Table of Contents

INTRODUCTION 1.0 THE SPIRIT OF SELLING: FRANCESCA ON POWER SPIRIT 1.1 POSITIVE SPIRIT IN PERSONAL SELLING 1.2 OUTREACHING SPIRIT IN PERSONAL SELLING 1.3 WIN-WIN SPIRIT IN PERSONAL SELLING 1.4 ENTERPRISING SPIRIT IN PERSONAL SELLING 1.5 RELATIONSHIP SPIRIT IN PERSONAL SELLING 2.0 THE PRACTICE OF SELLING: IAN ON ASSIT PRACTICE 2.1 APPROACH PRACTICE IN PERSONAL SELLING 2.2 STRUCTURAL PRACTICE IN PERSONAL SELLING 2.3 SYSTEM PRACTICE IN PERSONAL SELLING 2.4 INFORMATION PRACTICE IN PERSONAL SELLING 2.5 TOOL PRACTICE IN PERSONAL SELLING 3.0 THE EXECUTION OF SELLING: RICHARD ON STEPS EXECUTION 3.1 STARTING EXECUTION IN PERSONAL SELLING 3.2 TALK EXECUTION IN PERSONAL SELLING 3.3 ENGAGEMENT EXECUTION IN PERSONAL SELLING 3.4 PROPOSAL EXECUTION IN PERSONAL SELLING 3.5 SUCCESS EXECUTION IN PERSONAL SELLING 4.0 THE CLOSING OF SELLING: SHIRLEY ON ORDER CLOSING 4.1 OBJECTION CLOSING IN PERSONAL SELLING 4.2 RESILIENT CLOSING IN PERSONAL SELLING 4.3 DECISION CLOSING IN PERSONAL SELLING 4.4 EXTRAPOLATION CLOSING IN PERSONAL SELLING 4.5 RENEWAL CLOSING IN PERSONAL SELLING 5.0 THE SATISFACTION OF SELLING: TIMOTHY ON SOARS SATISFACTION 5.1 SERVICE SATISFACTION IN PERSONAL SELLING 5.2 OUTPACING SATISFACTION IN PERSONAL SELLING 5.3 ACCELERATION SATISFACTION IN PERSONAL SELLING 5.4 RECOGNITION SATISFACTION PERSONAL SELLING 5.5 STRATEGIC SATISFACTION IN PERSONAL SELLING CONCLUSION BIBLIOGRAPHY INDEX

About the Author

Dr. Chia is a founding member of Sales Excellence Academy, an organization among the global leaders specializing in sales excellence practices. Dr. Chia has more than two decades of sales experience, and his vast career spans from being a sales executive to that as a board member of units of several Fortune 500 companies. He is well respected for his achievements in selling for companies like Glaxo SmithKline, Kellogg s, Procter and Gamble, Nissan Motors, Royal Insurance, among others. Dr. Chia earned his doctorate degree from Cranfield University, UK. He received his graduate qualifications in business from The University of Chicago, Graduate School of Business, and New York University, Stern School of Business. In the academia, Dr. Chia, researches, teaches and is associated with various top global business schools. Some of the positions Dr. Chia held include: Head, Asia Campus, The University of Chicago, Graduate School of Business; Affiliate Professor at INSEAD; and Adjunct Professor at New York University, Stern. The leading MNCs he consulted for in sales include Bayer, GE, HP, HSBC, IBM, Kao, KPMG, Nokia, SC Johnson, ST Microelectronics, and many others.