The Selling Process

The Selling Process: A Handbook Of Salesmanship Principles by Norval Abiel Hawkins is a comprehensive guide to the art of selling. The book covers all aspects of the selling process, from the initial contact with a potential customer to closing the sale and following up afterwards. It provides readers with a practical, step-by-step approach to salesmanship, emphasizing the importance of building relationships with customers and understanding their needs and motivations.The book is divided into several sections, each covering a different aspect of the selling process. The first section focuses on the fundamentals of selling, including the importance of attitude, preparation, and communication skills. The second section covers the various stages of the sales process, including prospecting, qualifying leads, making presentations, handling objections, and closing the sale.The third section of the book explores advanced sales techniques, such as consultative selling, relationship selling, and strategic account management. It also includes chapters on sales management, sales training, and sales ethics.Throughout the book, Hawkins provides practical advice and real-world examples to help readers understand and apply the principles of salesmanship. He also includes exercises and self-assessment tools to help readers evaluate their own skills and identify areas for improvement.Overall, The Selling Process is an essential resource for anyone involved in sales, from beginners to experienced professionals. It offers a comprehensive guide to the principles and practices of effective salesmanship, and provides readers with the tools they need to succeed in this challenging and rewarding field.This scarce antiquarian book is a facsimile reprint of the old original and may contain some imperfections such as library marks and notations. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world’s literature in affordable, high quality, modern editions, that are true to their original work.