ABC's of Relationship Selling through Service Book

Part I: Selling as a ProfessionChapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Ethics First…Then Customer RelationshipsPart II: Preparation for Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: It’s Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood of SellingChapter 7: Planning the Sales Call Is a Must! Chapter 8: Carefully Select Which Sales Presentation Method to UseChapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospect’s ObjectionsChapter 12: Closing Begins the RelationshipChapter 13: Service and Follow-Up for Customer RetentionPart IV: Time and Territory Management: Keys to SuccessChapter 14: Time, Territory, and Self-Management: Keys to SuccessAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Selling Globally