ABCs of Relationship Selling
ISBN: 9780073404844 | 0073404845
Edition: 11thFormat: Paperback
Publisher: McGraw-Hill/Irwin
Pub. Date: 1/19/2010
Why Rent from Knetbooks?
Because Knetbooks knows college students. Our rental program is designed to save you time and money. Whether you need a textbook for a semester, quarter or even a summer session, we have an option for you. Simply select a rental period, enter your information and your book will be on its way!
Top 5 reasons to order all your textbooks from Knetbooks:
- We have the lowest prices on thousands of popular textbooks
- Free shipping both ways on ALL orders
- Most orders ship within 48 hours
- Need your book longer than expected? Extending your rental is simple
- Our customer support team is always here to help
ABC's of Relationship Selling through Service 11e 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 th... 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 Prospect's Objections | |
| Closing Begins the Relationship | |
| Service and Follow-Up for Customer Retention | |
| Time and Territory Management: Keys 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 | |
| Index | |
| Table of Contents provided by Publisher. All Rights Reserved. |
Related Products
ABC's of Relationship Selling
ABC's Of Relationship Selling ...
ABC's of Relationship Selling ...
