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Description ABC’s of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.Features:
Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create. Johnston / Marshall Relationship Selling and Sales Management, 3/e 23 36. In order to understand the selling process and why successful salespeople do what they do, you must understand: A) Why the organization exists. B) How customers make their purchase decisions. C) Regulations affecting selling. D) The macro economy. Download Romance Books for FREE. All formats available for PC, Mac, eBook Readers and other mobile devices. Large selection and many more categories to choose from.
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