ABC's of Relationship Selling through Service （13TH）

Futrell, Charles/ Agnihotri, Raj/ Krush, PhD, Mike

McGraw-Hill Education（2019/02発売）

• 製本 Hardcover:ハードカバー版／ページ数 528 p.
• 言語 ENG
• 商品コード 9781260169829
• DDC分類 658.85

Full Description

ABC's of Relationship Selling 13e trains the 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 leading text brings a comfortable and familiar approach to the Selling discipline. 

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

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