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    Read more about The Power of Selling

    The Power of Selling

    (10 reviews)

    Kimberly Richmond, Richmond Marketing + Communications

    Copyright Year:

    ISBN 13: 9781936126002

    Publisher: Saylor Foundation

    Language: English

    Formats Available

    Conditions of Use

    Attribution-NonCommercial-ShareAlike Attribution-NonCommercial-ShareAlike


    Learn more about reviews.

    Reviewed by Sanders Vapordeal, Assistant Professor, Clarke University on 1/3/24

    The text covers many of the classical skill areas of professional selling and has taken the approach of adding what they refer to as special features. The special features make the textbook fit a contemporary audience. The features are: 1. Links... read more

    Reviewed by Yumei Mu, Assistant Professor, Radford University on 11/12/23

    The Power of Selling is an excellent introductory guide to selling. It covers the intricacies of both B2B and B2C selling, offering valuable insights and practical tips. Beyond traditional sales, it extends its reach to encompass self-promotion... read more

    Reviewed by Pamela Hulen, Professor and Chair Marketing Management, Johnson County Community College on 6/3/22

    POWER OF SELLING is an excellent Professional Selling textbook. Would give it a five, but missing current technology updates such as Social Selling in this edition. I've been using the textbook since 2011 and students love that they now can... read more

    Reviewed by April Schofield, Senior Lecturer and Director, Metropolitan State University of Denver on 5/13/21

    I believe the ability to ask the right questions is a critical skill for sales professionals. I would like to see a chapter dedicated to asking questions. read more

    Reviewed by Diane Edmondson, Professor, Middle Tennessee State University on 5/8/21

    The Power of Selling contains all of the major sales concepts (e.g., approach, needs assessment, features and benefits, objections handling, closing) typically taught in a Professional Selling course. It also includes information teaching students... read more

    Reviewed by Valerie McGehee, Visiting Professor of Marketing, University of Louisiana at Lafayette on 10/25/19

    The book gives a thorough and in-depth look at sales using real life examples, a variety of multi-media sources, and a tone throughout the book which added to the overall lesson of the text. Compared to other conceptually based sales textbooks,... read more

    Reviewed by Terri Barr, Professor of Marketing, Miami University on 6/19/18

    Positives 1. Sales professionals have written lessons from the field that students will be able to undertand and connect concepts to. 2. Nice supplements - videos, LinkedIn group 3. Good exercises at the end of each unit, and role play at the end... read more

    Reviewed by Christine Seiler, Instructor, Bowling Green State University on 2/1/18

    This book effectively addresses the steps of the sales process, along with some of the most important reasons why someone needs to have strong selling skills-We all sell! The author does a great job of explaining the differences between B2B and... read more

    Reviewed by Toni Clough, Associate Professor and Department Chair of Business, Umpqua Community College on 6/20/17

    The book is one of the most complete; including all or nearly all elements of selling. Sales techniques are often misunderstood or present from one side of the concept, and this textbook is clear and concise. The comprehensive nature of the... read more

    Reviewed by Vivi Caleffi Prichard, Instructor, Chemeketa Community College on 4/11/17

    This textbook is one of the most comprehensive I have reviewed as related to sales. Rich examples, applicable contemporary tools, links to additional resources, and accessible language add to the effectiveness of this material. The content covers... read more

    Table of Contents

    • Chapter 1: The Power to Get What You Want in Life
    • Chapter 2: The Power to Choose Your Path: Careers in Sales
    • Chapter 3: The Power of Building Relationships: Putting Adaptive Selling to Work
    • Chapter 4: Business Ethics: The Power of Doing the Right Thing
    • Chapter 5: The Power of Effective Communication
    • Chapter 6: Why and How People Buy: The Power of Understanding the Customer
    • Chapter 7: Prospecting and Qualifying: The Power to Identify Your Customers
    • Chapter 8: The Preapproach: The Power of Preparation
    • Chapter 9: The Approach: The Power of Connecting
    • Chapter 10: The Presentation: The Power of Solving Problems
    • Chapter 11: Handling Objections: The Power of Learning from Opportunities
    • Chapter 12: Closing the Sale: The Power of Negotiating to Win
    • Chapter 13: Follow-Up: The Power of Providing Service That Sells
    • Chapter 14: The Power of Learning the Ropes
    • Chapter 15: Entrepreneurial Selling: The Power of Running Your Own Business

    Ancillary Material

    • Saylor Foundation
    • About the Book

      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.

      … 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.
      This group was created on 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.


      About the Contributors


      Kimberly K. Richmond is an executive, author, speaker, and professor in the sales and marketing arena. She is a senior marketing executive with over twenty-five 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.

      Ms. Richmond is currently a principal at Richmond Marketing + Communications, the marketing consultancy she founded. Her firm specializes in multichannel sales, marketing, and branding including traditional and online marketing and social networking strategies. She also consults with sales organizations to help them realize the true potential of their marketing and selling efforts.

      She is the author of Brand You, a guide to building and marketing your personal brand that was published by Pearson 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.

      Ms. Richmond earned a Bachelor of Arts in Journalism from Northern Illinois University and a Master of Business Administration from Loyola University in Chicago.

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