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This is the 11th edition with a publication date of 1/19/2010.
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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|
|Answers to Crossword Puzzles|
|Glossary of Selling Terms|
|Table of Contents provided by Publisher. All Rights Reserved.|