ABC's of Relationship Selling Through Service
The Third Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title of the book suggests, the text is centred 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.Although Futrell has traditionally been seen as the "relationship" book, and Manning has been called the "strategy" book, this division is no longer as cut and dry. In the current edition, Manning has moved more toward a relationship-based approach, moving to include a sales management chapter at the end of their text (including Intro Selling, Professional Selling, and Negotiations). Manning users cite the consultative model process used throughout as one of its key strengths on the strategy side.Through extensive reviewing, four key elements have been identified as the most difficult for students to learn and instructors to teach. It is these four key elements which directed the revision of this edition:Beginning the Sale, Closing the Sale, Handling Objections,andEthics/Integrity-based selling.
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advantages allows answer approach attitude behaviour buyer buying decision Canadian Chapter communication company's competition consumer cost cross-selling customer's demonstration determine develop discount discuss effective employees equipment ethical example feel follow-up goals important increase sales industry interest involved John Salley knowledge listen look marketing meet merchandise method Mohawk College needs negotiation nonverbal nonverbal communication objection organizations percent person personal computer positive price discrimination problem product or service product's benefits profit prospect questions refers relationship Relationship marketing retail sales call sales force sales job sales manager sales presentation sales professionals sales promotion SALES WORLD salesperson seller selling process selling techniques shown in Exhibit signals situation specific steps Successful salespeople talk techniques telephone tion trial close understand unique selling proposition visual World Wide Web