ABC's of relationship selling
A manual on relationship selling, featuring practical tips and business examples from the author's experience in sales with Colgate and other companies. Exercises and role plays are included, as is a CD-ROM containing ACT! Express, a tool based on the ACT! contact management system.
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SELLING AS A PROFESSION
Social Ethical and Legal Issues in Selling
Managing Sales Ethics
47 other sections not shown
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advantages advertising allows answer approach attitude behavior believe buyer buying decision call reluctance chapter communication company's competition consumer cost customer's demonstration determine develop discounts discuss E-mail electronic calendar employees equipment ethical example feel important increase sales industrial interest Internet interview John Salley knowledge listen manufacturer markup meet merchandise method needs netiquette nonverbal nonverbal communication objection organization percent personal selling positive problems product's benefits professional profit promotion prospect quantity discount questions referrals relationship Relationship marketing response retail sales call sales force sales job sales manager sales personnel sales presentation sales promotion salesperson SELL Sequence seller selling process selling technique shown in Exhibit signals situation steps Successful salespeople talk techniques telephone territory tion tomers trial close World Wide Web Xerox