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The Power of Selling
Are you a student? Find your class
- Description
- Table of Contents
- Supplements
Publication Date: Mar 2010
License: Creative Commons
ISBN 13: 978-1-936126-00-2
ISBN 13 Color: 978-1-936126-10-1
Learn more about this textbook fast; listen to a podcast here of Kim discussing her textbook and teaching the Selling course. Or watch her video preface here where she explains the features of her textbook.
The Power of Selling is the perfect textbook to teach students about the proven process of selling. More important, it teaches students how to apply the tenets of selling to how to sell themselves and get the job they want, with the same process professional sales people learn (or brush up) on their own selling skills.
What makes someone successful in sales? Are great sales people born or made? Is there one magic selling process, or does the process change based on the business…or the customer? How can the selling process really come alive for students in the classroom? How do students learn how to sell for life, not just for a course? The Power of Selling by Kim Richmond answers these questions and makes the principles of selling come alive.
Kim looks at the topic of selling through a different lens, and provides inspiration and ideas. The Power of Selling provides an exciting and interactive experience for both professors and students through the use of 4 unique elements:
1. Content
The content is based on the core selling tenets so instructors will find the familiar principles of selling. In addition, the impact of Sales 2.0 is addressed at every stage including how to use interactive tools such as Twitter, LinkedIn, Facebook, blogs, and wikis effectively.
2. Selling U
The last section of each chapter is called Selling U. It applies the concepts covered in the chapter to a student’s job search. Selling U topics include how to think about yourself as a brand, how to create a powerful cover letter and resume, how to create your personal elevator pitch, how to use networking and informational interviews to get the word out about your brand, how to prepare and dress for an interview, and how to negotiate and accept the right job offer. What makes The Power of Selling different is that Selling U is integrated into every chapter, which makes this text the ultimate guide to selling yourself.
3. Video Resources
Videos are used throughout the book. Additional videos that are not included in the text are available for instructor use. Here are videos that are available:
• Video Ride-alongs – One of the best ways to learn about sales is by going on ride-alongs. So every chapter starts with an exclusive feature called a Video Ride-along. These short videos feature seven different sales professionals – one that starts each chapter. Each one talks about how he or she applies one of the key concepts covered in the chapter in their job. These videos are designed to be “virtual ride-alongs” so the students can actually feel as though they are getting insights first hand from selling professionals.
• The Power of Selling YouTube Channel here (youtube.com/thepowerofselling) - Over 50 videos are included featuring the sales professionals who are highlighted in the Video Ride-alongs. About half of the videos are used in the textbook. The balance are available for instructor use. Several are included in Video Learning Segments (see below). These videos are excellent resources for use in the classroom, exercises, and assignments.
• Video Learning Segments
In addition to the traditional supplements of Instructor Manual, PowerPoints, and Test Bank, there are also Video Learning Segments. These are PowerPoint slides embedded with videos designed to supplement the course PowerPoints and focus on one concept, like an ethical dilemma, pre-call preparation, or effective presentations, how to use email effectively. Each segment includes slides, videos, discussion questions, or exercises.
4. The Power of Selling LinkedIn Group. here
This group was created on LinkedIn.com expressly as a resource for the faculty and students who use this textbook. The group includes sales professionals from across the country and from different industries. This is a great tool for faculty and students alike to network, participate in discussions, ask questions, and connect with “real world” selling professionals.
Kim Richmond’s The Power of Selling is a fresh, interactive, and applied textbook intended for all introductory and sales, selling and salesmanship courses. If you’re ready to prepare your “students of selling” for all that lies ahead in their professional career—you’re ready for this book. Check it out.
- Book Options and Supplements
- About the Author
- Acknowledgments
- Welcome to The Power of Selling
- Chapter 16: Epilogue: You’ve Got the PowerPrint Chapter|
Chapter 16 Print–It–Yourself has been added to your cart for $1.99.
Chapter Study AidsChapter 16 Study Aid Package has been added to your cart for $2.49.
Kimberly Richmond
Kimberly Richmond is an executive, author, speaker, and professor in the sales and marketing arena. She is a senior marketing executive with over 25 years of sales, marketing, and branding experience. She has held senior marketing positions at several major companies including Executive Vice President of Marketing at FAO Schwarz and other senior marketing roles at Kraft Foods, Sears, Zany Brainy, The Right Start and Charming Shoppes.
She has been responsible for the integration and communication of a new corporate identity to the national sales force of 1,500 at Kraft Foodservice when the $5 billion division was sold. The sale of the company required a new name (Alliant Foodservice) to be completely implemented within months of the transaction. In addition, Ms. Richmond developed 7 new proprietary brands which were the focus of a massive internal training and communication campaign which incorporated the company’s Pro-Customer Selling Process. The campaign was successful beyond expectations when the new brands accounted for over 11% of the company’s revenues in less than 18 months and generated a gross margin over 6 points higher than the rest of the brand portfolio.
Her leadership roles have included training and communication to the national consumer selling organization of over 10,000 sales people at Sears in the Home Appliance Group. In addition, she was a member of the senior management team at FAO Schwarz that relaunched the brand and in the process completely transformed the hiring process for store sales associates. The new process required candidates to “audition” for all sales positions (including sales managers) at a theatre near the stores. The initial “open casting call” was so successful that the process became the standard for the company. It is a true example of why selling yourself as a brand is so important.
Ms. Richmond is currently a principal at Richmond Marketing + Communications, the marketing consultancy firm which she founded. Her firm specializes in multi-channel sales, marketing and branding including traditional and online marketing strategies. She also consults with sales organizations to help them realize the true potential of the company’s marketing and selling efforts.
She is the author of Brand You, a guide to build and market your personal brand, which was published by Prentice Hall in November 2008. She is also an Adjunct Professor at the Haub School of Business at Saint Joseph’s University (Philadelphia) and Rutgers University in New Jersey. She is a member of the Thought Leaders Panel for the Center for Consumer Research, and the Advisory Board of the Department of Marketing at Saint Joseph’s University.
Ms. Richmond frequently speaks at industry and academic events. She also serves on the Board of Governors of the Philly Ad Club.
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Instructor Manual
The Instructor Manual will help guide you through the main concepts of each chapter such as learning objectives, key terms and takeaways. Many also include explanations and answers to chapter exercises.
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PowerPoint Lecture Notes
A PowerPoint presentation highlighting key learning objectives and the main concepts for each chapter are available for you to use in your classroom. You can either cut and paste sections or use the presentation as a whole.
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Test Item File
Need assistance in supplementing your quizzes and tests? Our test item files (in Word format) contain many true/false, multiple choice, fill in the blanks, and short essay questions.
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Testbank for Import to Learning Management System - Available July 30, 2010
We have taken our test item file and created files to import into the following Learning Management Systems*: Blackboard, Angel, Moodle, WebCT. We also support a Respondus Neutral file that you can use to easily import our questions in any LMS supported by Respondus.
* Please note that only certain versions of each LMS are supported. Click on Supplements for detailed information.
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Test Generator - Available July 30, 2010
Prefer printable tests? Download our test generator powered by Brownstone and start creating printable tests today! We offer a test generator for both PC and Mac users.