Synopses & Reviews
ABCs 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 the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.
Synopsis
Never HIGHLIGHT a Book Again! Virtually all testable terms, concepts, persons, places, and events are included. Cram101 Textbook Outlines gives all of the outlines, highlights, notes for your textbook with optional online practice tests. Only Cram101 Outlines are Textbook Specific. Cram101 is NOT the Textbook.
Table of Contents
Part I Selling as a Profession 1 The Life, Times, and Career of the Professional Salesperson 2 Ethics First...Then Customer Relationships Part II Preparation for Relationship Selling 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 Is 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 and Territory Management: Keys to Success 14 Time, Territory, and Self-Management: Keys to Success Appendix A Sales Call Role-Plays Appendix B Personal Selling Experiential Exercises Appendix C Selling Globally Appendix D Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits Index