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ABCs of Relationship Selling ISE

1260289613 · 9781260289619
ABC's of Relationship Selling 13e trains readers on a step-by-step selling process that is universal in nature. This edition presents the sales process or system in a logical sequence: from planning and the approach, to closing, to follow-up, for exc… Read More
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Available for purchase 2025/06/02
A$79.94
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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

ABC's of Relationship Selling 13e trains readers on a step-by-step selling process that is universal in nature. This edition presents the sales process or system in a logical sequence: from planning and the approach, to closing, to follow-up, for exceptional customer service.

The goal of this text has always been to help ensure that students understand the order of steps within the selling process; to provide numerous examples of what should be in each step; and to show how steps within the selling process interact with one another.