ABC's of Relationship Selling
No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills. This inexpensive text is one the students keep after the class is over and they use it as a resource in the business world. ABC’s of Relationship Selling is written by a sales person turned teacher and so it is filled with practical tips and business-examples. ABC’s of Relationship Selling is an affordable, brief, paperback. It is perfect for a selling course where a brief book is preferred. Professors who spend considerable time on other resources and projects will appreciate the brief format. Schools that do not offer a separate selling course may find this short paperback a nice addition in a sales management course.
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SELLING AS A PROFESSION
Social Ethical and Legal Issues in Selling
The International Side of Ethics
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accounts advantages advertising allows answer approach attitude buyer buying decision chapter close the sale communication competition competitors consumer cost customer benefit customer's demonstration determine develop discount discuss employees equipment ethical example feel give important industrial interest John Salley listen look manufacturer marketing plan meet merchandise method nonverbal nonverbal communication objection organizations Paul Harvey percent personal selling positive price objection problem Procter & Gamble product's benefits professional profit promotion proof statements prospect prospect's needs purchasing agent questions referrals relationship relationship marketing response retail sales call sales force sales job sales manager sales presentation sales promotion SALES WORLD salesperson SELL Sequence seller selling process selling techniques shown in Exhibit signals situation specific steps successful salespeople talk techniques telephone tion tomer trial close World Wide Web Xerox