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9781260169829

ABC's of Relationship Selling through Service [Rental Edition]

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  • ISBN13:

    9781260169829

  • ISBN10:

    1260169820

  • Edition: 13th
  • Format: Paperback
  • Copyright: 2019-01-01
  • Publisher: McGraw-Hill Rental Program
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Table of Contents

Part I: Selling as a Profession

1.The Life, Times and Career of the Professional Salesperson

2.Ethics First…then Customer Relationships


Part II

3.The Psychology of Selling: Why People Buy

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

5.Sales Knowledge: Customers, Products, Technologies


Part III:  The Relationship Selling Process

6.Prospecting: The Lifeblood of Selling

7.Planning the Sales Call: It’s a Must!

8.Carefully Select Which Sales Presentation Method to Use

9.Begin Your Presentation Strategically

10.Elements of a Great Sales Presentation

11.Welcome Your Prospect’s Objections

12.Closing Begins the Relationship

13.Service and Follow-Up for Customer Retention


Part IV:  Time, Territory and Self-Management

14.Time, Territory and Self-Management-Keys to Success

Appendix A: Personal Selling Experiential Exercises


Glossary of Selling Terms

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

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