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

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

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