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ABC's of Relationship Selling through Service

ABC's of Relationship Selling through Service

13th Edition
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ISBN10: 126031667X | ISBN13: 9781260316674

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ISBN10: 1260169820 | ISBN13: 9781260169829

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ISBN10: 1260316629 | ISBN13: 9781260316629

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ISBN10: 1260581187 | ISBN13: 9781260581188

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The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

Part I: Selling as a Profession

1.The Life, Times and Career of the Professional Salesperson

2.Ethics First…then Customer Relationships


Part II

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: It’s 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 Prospect’s Objections

12.Closing Begins the Relationship

13.Service and Follow-Up for Customer Retention


Part IV:  Time, Territory and Self-Management

14.Time, Territory and Self-Management-Keys to Success

Appendix A: Personal Selling Experiential Exercises


Glossary of Selling Terms