ABC's of Relationship Selling through Service

<p>Part I: Selling as a Profession</p><p>1.The Life, Times and Career of the Professional Salesperson</p><p>2.Ethics First…then Customer Relationships</p><p><br></p><p>Part II</p><p>3.The Psychology of Selling: Why People Buy</p><p>4.Communication for Relationship Building: It’s Not All Talk</p><p>5.Sales Knowledge: Customers, Products, Technologies</p><p><br></p><p>Part III:&nbsp; The Relationship Selling Process</p><p>6.Prospecting: The Lifeblood of Selling</p><p>7.Planning the Sales Call: It’s a Must!</p><p>8.Carefully Select Which Sales Presentation Method to Use</p><p>9.Begin Your Presentation Strategically</p><p>10.Elements of a Great Sales Presentation</p><p>11.Welcome Your Prospect’s Objections</p><p>12.Closing Begins the Relationship</p><p>13.Service and Follow-Up for Customer Retention</p><p><br></p><p>Part IV:&nbsp; Time, Territory and Self-Management</p><p>14.Time, Territory and Self-Management-Keys to Success</p><p>Appendix A: Personal Selling Experiential Exercises</p><p><br></p><p>Glossary of Selling Terms</p>