Managing Relationship Selling

Relationship selling is distinct from all other approaches to selling. It is the only approach proven to give consistently excellent results, where ?high-ticket? selling is combined with a selling ?relationship?. - - David Smith?s manual is designed to enable both the sales manager and the salesperson to make relationship selling a success in their organization. It is divided into three sections: - - Part 1 explores how you, as Sales Manager, should add value to your salespeople at every stage of the sales cycle. This section explains the differences between relationship selling and other forms, and the role of the Sales Manager in managing the process. - - Part 2 deals with specific skills of relationship selling. It broadly follows the progress of the sale from beginning to end and provides concise techniques, examples, checklists and exercises covering all of the key skills needed. - - Part 3 presents three tools for effective sales coaching: the Learning Log, the Sales Objective and the Sales Coaching Guide. It also includes 12 exercises for you to develop understanding of both the relationship selling process and the requisite skills in your sales team. - - The mixture of down-to-earth techniques and ideas for the sales manager and exercises for developing skills, make this manual an extremely practical tool for all sales managers and anyone involved in developing relationship selling skills.