ABC's of Relationship Selling
6th Edition
Published on 1. August 1999
Book
Mixed media product
368 pages
978-0-07-235282-5 (ISBN)
Description
This text and CD-ROM 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
6th Revised edition
Language
English
Place of publication
New York
United States
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Edition type
Revised edition
Dimensions
Height: 250 mm
Width: 203 mm
Weight
770 gr
ISBN-13
978-0-07-235282-5 (9780072352825)
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.