The Power of Selling

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

Comprehensiveness rating: 4 see less

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 to videos, Web sites, articles, and podcasts. 2. Video ride-alongs, 3. The Power of Selling LinkedIn group, 4. Selling U.

Building in links has ensured a variety of diverse resources, however, it also sets a risk for links to no longer be available (I did observe this when reviewing the textbook). I don’t believe the author can control this type of change.

Content Accuracy rating: 5

To ensure accuracy, the textbook opens with a list of contributing authors who share a brief biography. I was immediately impressed with their background. The credibility of the contributing authors was reinforced for me, as I read information from diverse resources that support each chapter's subtopic and respective objectives.

Relevance/Longevity rating: 5

The content is relevant to professional selling and adequately uses selling jargon I believe it has a long lifespan. I am always mindful that all students who take a professional selling course are not interested in professional sales. However, this information will be beneficial for those working in non-sales contexts. As I indicated under Comprehensive, the four special features are intended to ensure relevancy.

Clarity rating: 5

The use of professional language makes the textbook easy to comprehend. It is written with workplace audiences in mind, and this helps to bring career clarity. I like the mixture of hypothetical scenarios and stories about real organizations that have gained high visibility, like Starbucks.

Consistency rating: 4

The content varies in each chapter since it is contingent on the objectives. There is a variety of tools such as models, scenarios, stories, charts, and so on. Each chapter includes Key Takeaways and a list of Exercises.

Modularity rating: 5

The textbook components are divided and labeled which allows you to select or recombine information suitable to your style and goals. I agree with the theories that suggest creating bite-size chunks of information to easily digest. The textbook is arranged in this manner and allows you to do more of it if you want. I believe more does not mean better but less could, if there is quality as a priority, rather than quantity.

Organization/Structure/Flow rating: 4

The text has a good organizational flow that presents the information systematically and creatively. I was disappointed in not having a table of contents that would allow me to visually preview the chapter topics. Each chapter has numbered subheadings with objectives and the number of subheadings varies depending on the chapter.

Interface rating: 4

The text has an easy, user-friendly interface, and the built-in links allow for an online interface as well.

Grammatical Errors rating: 5

The text raised no concerns for me in grammatical errors.

Cultural Relevance rating: 5

The textbook is written and designed using resources that reflect diverse demographics such as gender, age, ethnicity, and race. This applies to the authors who are pictured and to those who are not, but whose writings are incorporated in the chapters. Today’s students are aware of and drawn in by diverse authors who bring head, heart, and hand to the subject matter. I believe the Power of Selling reflects this and the information applies to non-sales career people

Comments

I like this textbook but admit, that I am more attracted to resources that provide PowerPoint slides for the instructor. I am willing to work outside of my box for the benefit of making materials more cost-effective for students.

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

Comprehensiveness rating: 5 see less

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 strategies tailored for job seekers.
Ideal for individuals aspiring to excel in sales, this book offers more than just theoretical knowledge. It presents a step-by-step guide to daily tasks essential for success in the field of sales.

Content Accuracy rating: 5

The content mirrors the realities of actual sales roles. While certain aspects may appear straightforward or intuitive, the book emphasizes nuances that are frequently overlooked.

Relevance/Longevity rating: 5

The content is highly practical, offering immediate relevance to real-world scenarios. New salespeople will gain significantly from the systematic presentation of essential selling skills and knowledge.

Clarity rating: 5

The content is presented with clarity, facilitating easy comprehension. The writing style is accessible and straightforward. This user-friendly approach enhances the overall learning experience, ensuring that the material is both digestible and engaging.

Consistency rating: 5

The content is thoughtfully organized, showing a high level of coherence. This well-organized presentation enhances the overall cohesiveness of the material, ensuring that readers can easily follow and comprehend the content in a meaningful and interconnected manner.

Modularity rating: 5

Each chapter covers an important aspect/topic/activity of selling. This modular approach allows instructors to seamlessly integrate additional case studies or exercises from external sources, complementing the textbook content. The flexibility provided enables educators to enrich the learning experience, tailoring it to the specific needs and interests of their students.

Organization/Structure/Flow rating: 5

The content is thoughtfully organized for easy navigation. The logical structure enhances the flow of information, making it effortless for readers to follow and understand the material. This well-organized presentation contributes to a smooth learning experience, allowing readers to grasp concepts in a clear and sequential manner.

Interface rating: 5

I have not tried the online version yet.

Grammatical Errors rating: 4

There are a few typos, for example, “Imagine a global company like Wal-Mart, which has over two billion employees worldwide.” (p. 158) The word “billion” should be “million.” There are some broken links, such as in “Consider this: would you buy the product in ?” (p. 263) I believe the online version has solved this issue.

Cultural Relevance rating: 5

The content is designed to be culturally versatile, making it well-suited for selling in diverse global contexts.

Comments

I appreciate the thorough coverage of content in the textbook. The practical advice provided is highly relevant to real-world scenarios and presented in a user-friendly manner, making it accessible for readers. This makes it a valuable resource, especially for those new to sales. To enhance the learning experience, one thing to improve is to include some case studies. This could further illustrate the application of concepts in practical situations, providing additional context and depth to the already comprehensive content.

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

Comprehensiveness rating: 4 see less

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 access the content for free. It's the only Selling textbook we use in the marketing program because it provides applicable knowledge students can immediately use.

Content Accuracy rating: 5

Content is written by selling professionals and provides an extremely accurate picture of selling as a career. Multiple industries are represented.

Relevance/Longevity rating: 5

Content is timeless with an emphasis on selling skills as well as soft skills. Communication is key in selling and thoroughly covered in the text.

Clarity rating: 5

Best selling textbook I have used or reviewed. I've been using THE POWER OF SELLING since 2011 because nothing better has been published. Student feedback is they like the pace and tone of the book.

Consistency rating: 5

The framework of the book is well organized and easy to follow.

Modularity rating: 5

The book is easy to customize to fit the course schedule and length is perfect. Well organized. Excellent for online classes too.

Organization/Structure/Flow rating: 5

Most of the time I follow the order of the chapters because the flow is perfect for a 15 week or shorter course. Written perfectly for building on essential selling skills.

Interface rating: 5

The online version is easier to navigate than the pdf version but both provide easy user interface.

Grammatical Errors rating: 5

No grammatical errors noticed.

Cultural Relevance rating: 5

A variety of salespeople share their selling knowledge.

Comments

Best professional selling book I've used in my 25 years of teaching marketing and selling. Some content needs to be updated to reflect current technology. The videos, ride-a-longs, content, are created and written by selling professionals and provides a clear, comprehensive overview of selling. Students can easily apply what they've learned. I highly recommend this book.

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

Comprehensiveness rating: 4 see less

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.

Content Accuracy rating: 4

Content is accurate and unbiased.

Relevance/Longevity rating: 4

The examples at the beginning of chapters seem as though they would resonate with students. Some of the links seem dated. For example, Chapter 9 has a link from 2009: http://www.elevatorpitchessentials.com/essays/ElevatorPitch.html

Clarity rating: 5

Examples help illustrate concepts.

Consistency rating: 5

The terminology used throughout the textbook is consistent with what students will experience in the real-world.

Modularity rating: 4

There aren't many images, charts, etc. This would make it visually appealing and easier to follow.

Organization/Structure/Flow rating: 5

The outline of the book and chapter organization follow the standard sales process.

Interface rating: 1

In the online version, video links did not work. Two examples from Chapter 12: Should You Negotiate a Job Offer? and Negotiating a Job Offer

Grammatical Errors rating: 5

I did not encounter grammatical errors.

Cultural Relevance rating: 5

I don't feel the examples or text would be culturally insensitive or offensive.

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

Comprehensiveness rating: 5 see less

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 how to sell him or herself (Selling U) which can help students translate how sales can be impactful to every student, regardless of major or sales career interest. There are additional sections that include lessons and examples from (1) successful brands, (2) current salespeople with differing experience levels from a variety of industries, and (3) customers. This textbook includes a comprehensive view of the sales industry.

Content Accuracy rating: 5

Overall, the content covered in this textbook is accurate, error-free, and unbiased.

Relevance/Longevity rating: 4

This textbook includes all of the major steps of the sales process. Although the sales process hasn't really changed, the way salespeople communicate with current and prospective buyers has been drastically impacted due to COVID. For example, the digital transformation (e.g., social media, virtual technology platforms, websites) of the sales industry has become prevalent; however, this is not discussed readily in the textbook.

Clarity rating: 5

The Power of Selling is easy to read and understand. It provides enough depth so that students can understand the concepts being covered. Although there is jargon in sales (e.g., SPIN, FAB), the textbook clearly explains what these terms represent and gives a variety of examples to aid in understanding.

Consistency rating: 5

Throughout the textbook, The Power of Selling uses a consistent terminology.

Modularity rating: 5

Each chapter is broken up into smaller subsections. This will allow students to divide out a chapter into smaller reading sections in order to avoid fatigue.

Organization/Structure/Flow rating: 5

There are 15 chapters in this textbook which might make it difficult to adequately cover the content in a typical term. However, the ordering of the chapters make logical sense. The chapters are presented in a similar manner to other sales textbooks such that the chapters logically go in order through the sales process (e.g., Prospecting, Preapproach, Approach, Presentation, Objections Handling, Closing, Follow-Up).

Interface rating: 3

The online version of The Power of Selling allows students to easily navigate between chapters and subsections by just clicking on the link in the Table of Contents. The PDF version does not incorporate these hyperlinks nor is a Table of Contents included. The charts and images throughout the text are free from distortion although in the online version, there is no zoom option if students want to take a closer look. Students do have the option to pull up these charts and images in the PDF version, if desired. One major issue with both the online version and the PDF is the fact that many of the video links and links to outside websites no longer work which might frustrate students.

Grammatical Errors rating: 5

The textbook appears to be grammatically correct.

Cultural Relevance rating: 5

The text does not appear to be culturally insensitive or offensive in any way. There are a variety of diverse examples included throughout the textbook.

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

Comprehensiveness rating: 5 see less

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, this is an overall nice change in approach, although some of the evidentiary examples did stray from the thematic lessons in favor of keeping the reader’s attention (which is probably a good thing).

Content Accuracy rating: 5

The book was comprehensive and throughout the text I didn’t come across any inaccuracies of note. Many of the explanations of certain sales ideas or tactics were anecdotal and not totally unbiased.

Relevance/Longevity rating: 5

The content was very current, and the language was modern yet included classic elements. The book stands to hold up over a long period of time because of the relevance of the information as well as the delivery in which it was given.

Clarity rating: 5

Overall clarity is one of the strong suits of this textbook. The messages, goals, techniques, and lessons are crystal clear and delivered in a very easy to follow way with interesting examples.

Consistency rating: 5

The text is steady in form, tone, structure, and gave each topic a comparable in depth look and presented each in a constant way, using similar techniques.

Modularity rating: 5

One of the biggest strengths of The Power of Selling is the author’s ability to dedicate an entire chapter or sub-chapter to one singular topic, which stands on its own or can be applied to the bigger themes of the entire book. This singularity makes for easily assignable chapters/section for students to learn about individual topics, while maintaining each section as a clear function of the bigger themes of selling.

Organization/Structure/Flow rating: 5

This book was structured very clearly and in an organized way that could be taught as a standalone lesson in the classroom or read as individual text for help on a particular area of sales. Each step in the process of selling was given plenty of room to explore and analyze, and the result was a clear, in-depth understanding of the fundamentals of sales as they apply in the current day.

Interface rating: 3

One of the problems with the .pdf version of the book was the overabundance of problematic transitions between sections. There were small border overlapping mistakes between sections, inconsistencies in font size, paragraph alignment, and overall transitional issues throughout the book. This is common with hard copy to eBook transitions, but should be addressed given that a high percentage of students reading this text will be using this version.

Grammatical Errors rating: 5

The book, although informal in tone at times, did not have any glaring grammatical errors.

Cultural Relevance rating: 5

The text is careful to be inclusive and not culturally offensive to any group, gender, or nationality. It used global examples that could be related to by all types of people.

Comments

One of the greatest tools in this book is the Selling U section of each chapter, as it applies the concepts covered in each chapter to searching and attaining a job. This includes self-branding, creating effective resumes, elevator pitches, and networking as used in the real world. This is certainly a textbook which hopes to bridge the gap between classroom learning and real-life application in sales and in obtaining a good job in the field. The video resources and applicable online content (YouTube page, LinkedIn Group) also bring the textbook to the current age.

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

Comprehensiveness rating: 3 see less

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 of chapters
4. Career materials
5. Review of terms and concepts at the end of each unit and chapter
Negatives
1. No Table of Contents or Index
2. Content is practitioner, versus theory-driven
3. Superficial information on Customer Relationship Management (CRM) and inbound marketing

Content Accuracy rating: 5

Content is accurate; certainly biased toward sales and selling as a career, which is fine, since many students have a negative perception of selling.

Relevance/Longevity rating: 4

The book is really more of a ‘how to’ of selling; it is relevant as many marketing majors will go into sales positions upon graduation. It reads like practitioner books, which isn’t bad, but would have to be supplemented with theory-based materials.

Clarity rating: 5

The text is well-written, readable, accessible and understandable. It is written in an interesting way that students will find entertaining (if you can say that about a text).

Consistency rating: 5

The book is internally consistent. No problems here.

Modularity rating: 5

I like the way that each chapter is broken down into units that are short and easy to read and understand, There are lots of headings, subheadings which help organize the material.

Organization/Structure/Flow rating: 5

The organization and structure of the book is good. It starts with a discussion of what sales is, then moves into how to sell.

Interface rating: 3

I downloaded the book and printed it. The images are pixilated. And no way to find something specific as there is not an index or table of contents, as mentioned earlier in this review.

Grammatical Errors rating: 5

Well-written. No significant or obvious grammatical errors.

Cultural Relevance rating: 1

There is nothing on culture in this book. Anyone who sells understands that you may encounter others (both co-workers and customers) whose perspectives are different than our own, making it imperative that we understand cultural differences. And, selling today is global, and selling to cultures different from one’s own is a significant issue.

Comments

The book overall is not bad, but would need to be supplemented with additional materials. There is little on CRM and inbound marketing, which are critical issues in sales today.

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

Comprehensiveness rating: 4 see less

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 B2C types of sales. The Selling U components at the end of each chapter provide hands on advice and activities that users interested in pursuing a sales career can immediately implement.

The two topics that I would have liked to have seen covered in this text book are 1) the various forms of salesperson compensation; and 2) time and territory management techniques and key metrics.

Content Accuracy rating: 5

Content is extremely relevant and accurate from a practioner's standpoint. Topics and suggestions are current, examples are real life, and the resources provided are easy to access for more information.

Relevance/Longevity rating: 5

The book correctly identifies and explains the latest trends and tools in professional selling. The book is written and organized in a way that would allow updates to be easily and logically made.

Clarity rating: 5

Sales does encompass its own set of terms and references. The author does a good job of utilizing and defining this specific terminology so that readers can learn and use it as sales professionals. It could be helpful to have a glossary of specific sales-related terms for easy reference.

Consistency rating: 5

The book is very consistent in following its defined framework and in its use of terminology. Each chapter covers its stated content and then effectively recaps key learning points and concepts. This makes it very user friendly.

Modularity rating: 5

Each chapter stands on its own, which allows sales faculty to teach the material in their own preferred order. For example, I prefer to teach the steps of the selling process before teaching adaptable selling techniques based on buyer behavior styles. This book would allow me to postpone teaching chapter 3 until chapters 7-13 have been covered.

Organization/Structure/Flow rating: 4

The topics were presented in an order very similar to most professional selling textbooks in the marketplace. Personally I like a slightly different order, but the modular arrangement of the topics allow for faculty customization of the order of the topics. The best thing the author did was to keep each step of the selling process its own chapter!

Interface rating: 4

While viewing the text online and by downloaded PDF, there were significant portions of white space preceding many of the charts. Not a huge problem, but it did effect scrolling.

Grammatical Errors rating: 5

No significant grammar errors spotted.

Cultural Relevance rating: 4

There do not seem to be any significant culturally insensitive remarks or examples. The author has compiled a diverse group of professionals to participate in her LinkedIn Power of Selling Group, which should appeal to a diverse audience.

Comments

I would strongly consider using this text in my professional selling class!

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

Comprehensiveness rating: 5 see less

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 textbook includes contextualized learning examples, videos, and lessons that are beneficial in an online or face-to-face course. Included in the textbook are lessons, key takeaways, and exercises. The details inside provide students with learning and preparation designed at developing the skills and knowledge around the concepts of sales that adults need to deal with business situations. The mixture of reading, stories, videos, and detailed content make this book an excellent choice is teaching sales and how to use sales for business success and customer relations.

Content Accuracy rating: 5

The book concepts are accurate and help the reader with the larger concept of sales and selling. The text contains some grammatical errors, but they are not distracting to the average reader. The writer tries to stay unbiased by using the contextualized learning and bringing in more than just her opinion or experiences. The writer brings in information from many sources to help the reader make up their own mind about the concepts and how to use it in their business or career.

Relevance/Longevity rating: 4

The content of the book is up-to-date and includes sources outside the author's own knowledge and experiences. By using the outside sources, the reader can see when and where the information comes from, which helps keep the content relevant. The book can be easily updated by the author or the instructor using it by locating more current documents, articles, and videos.

Clarity rating: 5

The author uses language that is easy to understand while challenging the reader to learn more. The videos and articles will make it more fun for students to understand more about selling and customers. It makes learning fun and enjoyable.

Consistency rating: 5

The book is consistent in format and terminology. The format is easy to follow and provides the reader with an easy way to search each chapter for similar styles that contain different content. It is pleasing and it a logical format.

Modularity rating: 5

The book is easily dividable into the lessons that each institution or instructor can subdivide to meet the outcomes of their particular course. The chapters in the book can be added to other courses like Customer Service or Entrepreneurship if needed. Each chapter is self-contained and easily rearranged.

Organization/Structure/Flow rating: 5

The topics in the book are presented in a logical manner that makes it easy to understand. The flow of information is easily understood by the reader and movable by the instructor if needed. To make the logic of the book intact, it is important to include the Table of Contents.

Interface rating: 3

The PDF format made it harder to use at first, but once the mechanics of the book are used some, it becomes easier to manage. Many instructors would like to break apart the chapters to include them inside the week the materials are used, and the PDF format does not allow that without purchasing the latest version of Adobe Acrobat. The online format is easier to manage; however, not all readers will have access to the internet to read the text. Many students will often prefer a printed copy of the book to have the ability to highlight and make notes in the margins. The length of the textbook makes this more difficult.

Grammatical Errors rating: 4

The text contains some grammatical errors, but they are not distracting to the average reader. They are minor and mostly the use of commas.

Cultural Relevance rating: 5

The book is culturally relevant and brings in many aspects of sales. The author's background and experience within large organizations allow the material to cross cultures and a variety of cultures as the material is generic and unbiased.

Comments

The book includes information for the reader to access more sources of interaction. These include YouTube videos and LinkedIn. The author has written another book, Brand You, that could be used for a more in-depth look at sales or marketing course. The book is an enjoyable read as well for those who wish to learn more about selling without going through an educational institution.

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

Comprehensiveness rating: 5 see less

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 all of the objectives set out in my course outline, from basic concepts to practical tools and advice applicable those more experienced. The comprehensiveness, however, resulted in a lengthy text that would be impracticable to cover in a ten-week course.
The online format is easy to navigate with an effective index. The printed form is not as user-friendly and too long to be printed on its entirety.

Content Accuracy rating: 5

Based on how comprehensive this text is, I don't feel I can fairly assess its accuracy.

Relevance/Longevity rating: 4

The field of sales is constantly evolving. The relevancy/longevity of this content will be impacted in the long-term. Some of techniques would still apply, however, the tools will constantly update. Today, this text is incredibly relevant and addresses much of concepts such as social media and how the internet continues to disrupt traditional business models.

Clarity rating: 4

The language used is clear, concise, and accessible. The author provides applicable examples, links to additional online material including videos, which makes the content more relevant and interesting to students.

Consistency rating: 4

The book's terminology and format is consistent throughout, making it easy to follow.

Modularity rating: 4

The book is definitely divisible, which supports a more flexible adoption of the material. Each chapter is a lesson on itself. Some of the longer sections, however, make it more difficult for online reading.

Organization/Structure/Flow rating: 4

When reading the PDF format, the book felt clunky and difficult to read since there is not a good glossary/index. However, the online is well organized and has an easy to use menu.
The format of each chapter is standardized throughout the book.
Each chapter follows a logical progression that builds upon knowledge acquired from prior chapters.

Interface rating: 4

Although free of interface issues, the PDF format is difficult to read both online and printed. To print the book on its entirety is also impractical due to its length. The online format, however, is great. It contains easy to use navigation and user-friendly format.

Grammatical Errors rating: 5

The book appears to be free of grammatical errors.

Cultural Relevance rating: 4

The book provides a global perspective, which is imperative in this subject.