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ABC's of Relationship Selling Through Service
ISBN: 9780073380995 | 0073380997
Edition: 10thFormat: Paperback
Publisher: McGraw-Hill/Irwin
Pub. Date: 1/7/2008
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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 proces... MORE
| Selling as a Profession | |
| The Life, Times, and Career of the Professional Salesperson | |
| Ethics First...Then Customer Relationships | |
| Preparation For Relationship Selling | |
| The Psychology of Selling: Why People Buy | |
| Communication for Relationship Building: It's Not All Talk | |
| Sales Knowledge: Customers, Products, Technologies | |
| The Relationship Selling Process | ... MORE|
| Prospecting: The Lifeblood of Selling | |
| Planning the Sales Call Is a Must! | |
| Carefully Select Which Sales Presentation Method to Use | |
| Begin Your Presentation Strategically | |
| Elements of a Great Sales Presentation | |
| Welcome Your Prospects Objections | |
| Closing Begins the Relationship | |
| Service and Follow-Up for Customer Retention | |
| Time and Territory Management: Key to Success | |
| Time, Territory, and Self-Management: Keys to Success | |
| Sales Call Role Plays | |
| Personal Selling Experiential Exercises | |
| Selling Globally | |
| Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits and Acknowledgments | |
| Table of Contents provided by Publisher. All Rights Reserved. |
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