Test Bank For ABC’s of Relationship Selling through Service 13th Edition

Test Bank For ABC’s of Relationship Selling through Service 13th Edition

Test Bank For ABC’s of Relationship Selling through Service 13th Edition

ABC’s of Relationship Selling through Service 13th Edition – Test Bank

ABC’s of Relationship Selling through Service 13th Edition

ABC’s of Relationship Selling through Service

Table Of Content

Part I: Selling as a Profession

1. The Life, Times, and Career of the Professional Salesperson

2. Ethics First…then Customer Relationships

Part II

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 III:  The Relationship Selling Process

6. Prospecting: The Lifeblood of Selling

7. Planning the Sales Call: It’s 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 IV:  Time, Territory and Self-Management

14. Time, Territory, and Self-Management-Keys to Success