ABC's of Relationship Selling
Book
Paperback/Softback
368 pages
978-0-07-116948-6 (ISBN)
Description
This publication includes practical tips and business-examples and is aimed at courses where a brief text is preferred. It includes increased emphasis and coverage of technology, coverage of career information, and cases for student analysis.
More details
Edition
International 2 Revised ed
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Dimensions
Height: 250 mm
ISBN-13
978-0-07-116948-6 (9780071169486)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part 1 Selling as a profession: the life, times, and career of the professional salesperson; social, ethical. and legal issues in selling. Part 2 Preparation for relationship selling: the psychology of selling - why people buy; communication and persuasion - it's not all talk; sales knowledge - customers, products, technologies. Part 3 The relationship selling process: prospecting - the lifeblood of selling; planning the sales call os a must! carefully select which sales presentation method to use; begin your presentation strategically; elements of a great sales presentation; welcome your prospect's objections; closing begins the relationship; service and follow-up for customer satisfaction and retention. Part 4 Careers in selling: retail, business, services, and nonprofit selling.