Part 1. Selling as a profession -- The life, times, and career of the professional salesperson -- Ethics first ... then customer relationships -- Part 2. Preparation for relationship selling -- The psychology of selling : why people buy -- Communication for relationship building : it's not all talk -- Sales knowledge : customers, products, technologies -- Part 3. The relationship selling process -- Prospecting -- the lifeblood of selling -- Planning the sales call is a must! -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow-up for customer relations -- Part 4. Time, territory, and self-management : keys to success -- Time, territory, and self-management : keys to success.