ABC's of Relationship Selling
The Second Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title of the book suggests, the text is centered around a philosophy about selling: that success requires mastery of selling basics, including selecting presentation styles and effective closing techniques. In addition, other key topics such as ethics and territory management are explored.Using a logical step-by-step approach,ABC's of Relationship Sellingtakes students through the selling process and gives them the tools they need to build effective customer relationships.Regardless of the career path students pursue, knowledge of selling skills such as effective communication and negotiation will prepare them for the workplace.
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SELLING AS A PROFESSION
Retail Business Services and Nonprofit
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advantages advertising answer approach attitude buyer buyer's needs buying decision call reluctance chapter cold call communication company's competition consumer cost customer's demonstration determine develop discount discuss effective electronic calendar equipment ethical example feel firm give important industrial interest Intuitor involved John Salley knowledge listen look manufacturing marketing plan meet method needs analysis negotiation nonprofit nonverbal nonverbal communication organizations percent personal selling positive price objection problems product's benefits professional promotion prospect purchase decision purchasing agent questions referrals relationship Relationship marketing response retail sales call objective sales force sales job sales manager sales presentation sales promotion SALES WORLD salesperson seller selling process selling techniques senser shown in Exhibit signals situation specific steps talk techniques telemarketing telephone territory tion tomer trial close understand visual World Wide Web Xerox