ABCs of Relationship Selling

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  • Edition: 11th
  • Format: Paperback
  • Copyright: 1/19/2010
  • Publisher: McGraw-Hill/Irwin
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ABC's of Relationship Selling through Service 11e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

Table of Contents

Selling as a Profession
The Life, Times, and Career of the Professional Salesperson
Ethics First...Then Customer Relationships
Preparation for Relationship Selling
The Psychology of Selling: Why People Buy
Communication for Relationship Building: It's Not All Talk
Sales Knowledge: Customers, Products, Technologies
The Relationship Selling Process
Prospecting--The Lifeblood of Selling
Planning the Sales Call Is a Must!
Carefully Select Which Sales Presentation Method to Use
Begin Your Presentation Strategically
Elements of a Great Sales Presentation
Welcome Your Prospect's Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time and Territory Management: Keys to Success
Time, Territory, and Self-Management: Keys to Success
Sales Call Role-Plays
Personal Selling Experiential Exercises
Selling Globally
Answers to Crossword Puzzles
Glossary of Selling Terms
Photo Credits
Table of Contents provided by Publisher. All Rights Reserved.

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