Sales ABC: The Complete Handbook of Relationship Selling

Author: Futterer
Publisher:
Publish Date: 2005-01-01
Features: This book is a flagship product of McGraw-Hill Education, one of the world's most influential publishing institutions. Since its publication in 1987, it has gone through six editions, benefiting over 300,000 students in universities worldwide! It can serve as a professional sales textbook for colleges, universities, and training institutions, as well as for various sales professionals aspiring to become top-tier sales experts. Sales are the final step for a company to achieve its ultimate profits, making them a critical aspect of business. Clearly, sales are not one-time transactions but rather win-win deals built on relationships between buyers and sellers, highlighting the importance of relationships in sales. In other words, relationship selling is the inevitable choice for business sales. This book is a authoritative sales textbook in the U.S., with its core content focusing on the formation process of relationship selling, covering the entire sales process from customer research to follow-up work. The book comprehensively presents the latest sales strategies, conventions, and techniques, and explains them through rich case studies and numerous interactive exercises in a "how-to" format, offering strong practicality and experiential learning. More importantly, due to its high practicality, it can also serve as an operational guide for sales professionals during actual sales work. Whether you are a sales novice or an experienced sales professional seeking to advance, you will find comprehensive support and assistance in this book.