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ABCs of Relationship Selling (Азы построения взаимоотношений при организации продаж), 7th Edition

Опубликовано на портале: 25-11-2003
USA: McGraw-Hill, 2003, 580 с.
Тематический раздел:
ABCs of Relationship Selling is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, and Ayerst and from the authors sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that selling skills are a valuable asset. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

Книга написана практиком, имеющим многолетний опыт работы в различных компаниях, а также консультирования в области продаж. Это пособие прекрасно подходит для использования в курсах "Управления продажами", поскольку содержит множество упражнений и ролевых игр.

Part I: Selling as a Profession
Part II: Preparation For Relationship Selling
Part III: The Relationship Selling Process
Part IV: Careers in Selling

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