9780078028939

ABC's of Relationship Selling through Service

by
  • ISBN13:

    9780078028939

  • ISBN10:

    0078028930

  • Edition: 12th
  • Format: Paperback
  • Copyright: 10/10/2012
  • Publisher: McGraw-Hill Education
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Supplemental Materials

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Summary

ABC's of Relationship Selling 12etrains 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

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 Prospect’s Objections

Chapter 12: Closing Begins the Relationship

Chapter 13: Service and Follow-Up for Customer Retention

Part IV: Time and Territory Management: Keys to Success

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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