ABC's of relationship selling through service
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Bibliographic Information
ABC's of relationship selling through service
McGraw-Hill Irwin, c2013
12th ed
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Includes index
Description and Table of Contents
Description
ABC's of Relationship Selling 12e 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
Part I: Selling as a ProfessionChapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Ethics First...Then Customer RelationshipsPart II: Preparation for Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: It's Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood of SellingChapter 7: Planning the Sales Call Is a Must! Chapter 8: Carefully Select Which Sales Presentation Method to UseChapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospect's ObjectionsChapter 12: Closing Begins the RelationshipChapter 13: Service and Follow-Up for Customer RetentionPart IV: Time and Territory Management: Keys to SuccessChapter 14: Time, Territory, and Self-Management: Keys to SuccessAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Selling Globally
by "Nielsen BookData"