"ABC's of Relationship Selling 12e" trains 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 leader text brings a comfortable and familiar approach to the Selling discipline.
Part 1 Selling as a Profession
1. The Life, Time, and Career of the Professional Salesperson
2. Ethics First...Then Customer Relationships
Part 2 Preparation for Relationship Selling
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 3 The Relationship Selling Process
6. Prospecting-The Lifeblood of Selling
7. Planning the Sales Call Is 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 4 Time and Territory Management : Keys to Success
14. Time, Territory, and Self-Management : Keys to Success