ABC's of Relationship Selling

Part 1 Selling as a profession: the life, times, and career of the professional salesperson; social, ethical. and legal issues in selling. Part 2 Preparation for relationship selling: the psychology of selling - why people buy; communication and persuasion - it's not all talk; sales knowledge - customers, products, technologies. Part 3 The relationship selling process: prospecting - the lifeblood of selling; planning the sales call os a must! carefully select which sales presentation method to use; begin your presentation strategically; elements of a great sales presentation; welcome your prospect's objections; closing begins the relationship; service and follow-up for customer satisfaction and retention. Part 4 Careers in selling: retail, business, services, and nonprofit selling.