Relationship Selling Johnston Ebook

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Ebook ABCs of Relationship Selling Full Online. Lennard Binjamin. READ FREE Ebooks ABCs of Relationship Selling Free Online. Relationship Selling by Johnston, Mark; Marshall, Greg and a great selection of related books, art and collectibles available now at AbeBooks.com. File Name: Abc Relationship Selling Test.pdf Size: 5979 KB Type: PDF, ePub, eBook Category: Book Uploaded: 2020 Dec 04, 03:41 Rating: 4.6/5 from 866 votes. Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating.

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Part I: Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson

Chapter 2: Ethics First…Then Customer Relationships

Part II: Preparation for Relationship Selling

Chapter 3: The Psychology of Selling: Why People Buy

Chapter 4: Communication for Relationship Building: It’s Not All Talk

Chapter 5: Sales Knowledge: Customers, Products, Technologies

Relationship Selling Johnston Ebook Publishers

Part III: The Relationship Selling Process

Chapter 6: Prospecting: The Lifeblood of Selling

Chapter 7: Planning the Sales Call Is a Must!

Chapter 8: Carefully Select Which Sales Presentation Method to Use

Chapter 9: Begin Your Presentation Strategically

Chapter 10: Elements of a Great Sales Presentation

Chapter 11: Welcome Your Prospect’s Objections

Relationship Selling Johnston Ebook Publisher

Chapter 12: Closing Begins the Relationship

Chapter 13: Service and Follow-Up for Customer Retention

Part IV: Time and Territory Management: Keys to Success

Chapter 14: Time, Territory, and Self-Management: Keys to Success

Relationship Selling Johnston Ebook Publishing

Appendix A: Sales Call Role-Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Selling Globally

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