Review table of contents

TABLE OF CONTENTS

Part I Introduction to Manners and Etiquette

1. Manners and Etiquette for Agri Business Professionals: Why is it important?

2. History of Etiquette

3. Enforcing the Unenforceable

4. The Anatomy of Manners: Intellectual, Emotional, Behavioral

1. Intellectual Manners

2. Emotional Manners

3. Behavioral Manners

Part II Behind the Manners: Human Personality; Differences Between Men & Women

5. How Does Your Personality Fit In?

1. The Structure and Development of Personality

1. The Psychodynamic Approach

2. The Trait Approach

1. The Big Five Model of Personality

2. Stress

3. The Social-Cognitive Approach

4. The Humanistic Approach

6. Men and Women: What’s the Difference?

1. Gender Roles

2. Biological Factors

3. Social Factors

4. Cognitive Factors

5. Social and Emotional Growth during childhood

6. Stress and Gender

7. Do Men or Women Make Better Leaders?

8. Motivational Differences in Men and Women

7. A Powerful Presence

1. Appropriate contemporary social protocol

2. Effective greetings and introductions

3. Appropriate Responses in introductions

4. Shaking Hands

Part III Specifics for Women and Men in Agriculture

8. Specifics for Women in Agriculture

1. The Rise and Fall of the Power Suit

2. Rules for Building your Workplace Wardrobe

3. Eight Sartorial Tips for your Working Wardrobe

4. Planting a New Wardrobe

5. How To Be a Lady with Manners

9. Specifics for Men in Agriculture

1. Eight Sartorial Tips for Your Working Wardrobe

2. Planting a New Wardrobe

3. Caring for Your Investment of Clothes

4. The Perfect Gentleman-How to Be a Man with Manners

Part IV Communication; Putting Your Best Foot Forward

10. Communicating with Style

1. Communication

2. Neuro Linguistic Programming

3. The Mechanics of Communication: Listening and Speaking Techniques

4. Roadblocks to Listening

5. Five Critical Listening Skills to Master

6. Customer Servicing-25 Skills for Excellence in Customer Service

11. An Effective Image

1. Dressing for the Workplace

2. Business casual

3. On Pockets and Carrying

4. Trousers vs. Pants vs. Slacks

5. Suspenders, Braces, Belts

6. Shirts vs. Blouses

7. The Collars and Cuffs

8. Accessories for men & women

9. Perfume and Cologne

12. 25 Manners Things You Should Know for Your Career

Part V Business Etiquette and Calling on People

13. Business Etiquette

1. Socializing and Networking

2. Professional Grace

3. Elegant Dining

4. Entertaining Clients

5. Business Travel

14. Calling on Ag Producers, Corporate and Dealers

15. The Right Way to:

1. Apologize

2. Say I’m sorry

3. Offer Encouragement

4. Show Support

5. Correct a Mistake (Oopsie)

Part VI Essential Manners

16. Essential Manners

1. Boss Manners *

2. Cocktail Party Manners

3. Co-worker Manners *

4. Conversation Starters

5. Cubicle Manners

6. Grooming Manners

7. Medicine Manners

8. Meetings Manners

9. Names Manners

10. Office & Work Manners

11. How to Weather Rudeness or Criticism

12. Out of Office Manners

13. Posture Manners and Good Posture Matters

14. Social Media Manners

15. Technical Manners (Electronic Etiquette)

16. Telephone Manners

17. Time Manners

18. Holiday Office Potluck Manners

19. Table Manners

20. Travel Manners

21. Punctuation Manners: Correct Salutations and Complimentary Closes

22. Habits Manners

Part VII The Reality of Life and Moving Forward Anyway

XVIX. Rudeness in Everyday Life

XX. Moving Forward with Grace and Manners

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Review table of contents

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TABLE OF CONTENTS

Introduction 5

About the Authors 9

Contributing Sales Professionals 11


Part I - Introduction to Selling 18

Chapter One - Professional Selling 19

Chapter Two - Marketing and Its Relationship to Sales 44


Part II - Preparing to Sell 75

Chapter Three 76

Chapter Four - Prospecting 109

Chapter Five - Understanding Customers 133


Part III - The Sales Process 182

Chapter Six - Opening the Call 182

Chapter Seven - Probing - Identifying Beliefs, Goals, and Needs 205

Chapter Eight - Communicating Value 252

Chapter Nine - Dealing with Resistance 294

Chapter Ten - Closing the Sale 321


Part IV - Other Issues in Professional Selling 349

Chapter Eleven - Customer Satisfaction and Follow Up 350

Chapter Twelve - Tools and Tips From The Best of the Best Sales Professionals 376

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