ABCs of Relationship Selling
10th Edition
Published on 1. March 2008
Book
Paperback/Softback
512 pages
978-0-07-126350-4 (ISBN)
Description
"ABC's 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.
More details
Edition
10th Revised edition
Language
English
Place of publication
Singapore
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Dimensions
Height: 540 mm
Width: 10 mm
Thickness: 200 mm
Weight
916 gr
ISBN-13
978-0-07-126350-4 (9780071263504)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Ethics First!Then Customer Relationships Part II: Preparation For Relationship Selling 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 Is 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 Prospects Objections 12: Closing Begins the Relationship 13: Service and Follow-Up for Customer Retention Part IV: Time and Territory Management: Key to Success 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 Appendix D: Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits and Acknowledgments