9780073101323

ABC's of Relationship Selling Through Service

by
  • ISBN13:

    9780073101323

  • ISBN10:

    007310132X

  • Edition: 9th
  • Format: Paperback
  • Copyright: 10/28/2005
  • Publisher: McGraw-Hill/Irwin
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Table of Contents

Part I: Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson

Chapter 2: Ethics First…Then Customer Relationships

Part II: Preparation For Relationship Selling

Chapter 3: The Psychology of Selling: Why People Buy

Chapter 4: Communication for Relationship Building: It’s Not All Talk

Chapter 5: Sales Knowledge: Customers, Products, Technologies

Part III: The Relationship Selling Process

Chapter 6: Prospecting: The Lifeblood of Selling

Chapter 7: Planning the Sales Call Is a Must!

Chapter 8: Carefully Select Which Sales Presentation Method to Use

Chapter 9: Begin Your Presentation Strategically

Chapter 10: Elements of a Great Sales Presentation

Chapter 11: Welcome Your Prospects Objections

Chapter 12: Closing Begins the Relationship

Chapter 13: Service and Follow-Up for Customer Retention

Part IV: Careers in Selling

Chapter 14: Time, Territory, and Self-Management: Keys to Success

Appendix A: Sales Call Role Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Selling Globally

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