Managing Relationship Selling

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More About This Textbook


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.
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Product Details

  • ISBN-13: 9780566078422
  • Publisher: Ashgate Publishing, Limited
  • Publication date: 6/18/2005
  • Pages: 132
  • Product dimensions: 11.69 (w) x 8.27 (h) x 0.67 (d)

Table of Contents

Figures and tables
Pt. I Managing Relationship Selling 1
1 Different styles of selling 3
2 The selling and buying cycles 9
3 Needs 21
4 Managing the research and approach stages 27
5 Managing need identification and dimensioning 31
6 Managing, creating, refining and closing 35
7 Managing, producing and monitoring 37
Pt. II Relationship Selling Skills 39
8 Preparation (objectives and research) 41
9 Gaining entry 49
10 Creating the right to sell - the opening of the call and the questioning strategy 59
11 Features, advantages, benefits (FAB) 65
12 Handling objections 69
13 Closing the sale 75
14 Basic skills 79
15 Keeping ahead of the game 91
Pt. III Training for Relationship Selling 97
16 Sales coaching 99
17 Selling skills development 107
18 The exercises 111
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