Managing Relationship Selling

Managing Relationship Selling

by David W. Smith
     
 

ISBN-10: 0566078422

ISBN-13: 9780566078422

Pub. Date: 06/18/2005

Publisher: Ashgate Publishing, Limited

David Smith's manual is designed to enable both the sales manager and the salesperson to make relationship selling a success in their organization. It is divided into three sections: Part One explores how you, as Sales Manager, should add value to your salespeople at every stage of the sales cycle. This section explains the differences between relationship selling and…  See more details below

Overview

David Smith's manual is designed to enable both the sales manager and the salesperson to make relationship selling a success in their organization. It is divided into three sections: Part One explores how you, as Sales Manager, should add value to your salespeople at every stage of the sales cycle. This section explains the differences between relationship selling and other forms, and the role of the Sales Manager in managing the process. Part Two deals with specific skills of relationship selling. It broadly follows the progress of the sale from beginning to end and provides concise techniques, examples, checklists and exercises covering all of the key skills needed. Part Three presents three tools for effective sales coaching: the Learning Log, the Sales Objective and the Sales Coaching Guide. It also includes 12 exercises for you to develop understanding of both the relationship selling process and the requisite skills in your sales team.

Product Details

ISBN-13:
9780566078422
Publisher:
Ashgate Publishing, Limited
Publication date:
06/18/2005
Pages:
132
Product dimensions:
11.69(w) x 8.27(h) x 0.67(d)

Table of Contents

Figures and tables
Preface
Acknowledgements
Pt. IManaging Relationship Selling1
1Different styles of selling3
2The selling and buying cycles9
3Needs21
4Managing the research and approach stages27
5Managing need identification and dimensioning31
6Managing, creating, refining and closing35
7Managing, producing and monitoring37
Pt. IIRelationship Selling Skills39
8Preparation (objectives and research)41
9Gaining entry49
10Creating the right to sell - the opening of the call and the questioning strategy59
11Features, advantages, benefits (FAB)65
12Handling objections69
13Closing the sale75
14Basic skills79
15Keeping ahead of the game91
Pt. IIITraining for Relationship Selling97
16Sales coaching99
17Selling skills development107
18The exercises111

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