Managing Relationship Selling

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $14.00
Usually ships in 1-2 business days
(Save 88%)
Other sellers (Hardcover)
  • All (6) from $14.00   
  • New (2) from $105.00   
  • Used (4) from $14.00   
Close
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any BN.com coupons and promotions
$105.00
Seller since 2014

Feedback rating:

(113)

Condition:

New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.

New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
$145.00
Seller since 2014

Feedback rating:

(113)

Condition: New
Brand new.

Ships from: acton, MA

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 1
Showing All
Close
Sort by

More About This Textbook

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.
Read More Show Less

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
Preface
Acknowledgements
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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)