ABC's of Relationship Selling Through Service

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  • Edition: 10th
  • Format: Paperback
  • Copyright: 1/7/2008
  • Publisher: McGraw-Hill/Irwin
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ABCs of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence 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 Prospects Objections
Closing Begins the Relationship
Service and Follow-Up for Customer Retention
Time and Territory Management: Key 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 Notes Photo Credits and Acknowledgments
Table of Contents provided by Publisher. All Rights Reserved.

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