Selling

Managing Customer Relationships

By: Peter Rix

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21 December 2005 | Edition Number 3

At a Glance

Edition Type
Revised

Dimensions(cm)
25.0 x 20.0 x 1.78

$104.95

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This brand new edition reflects the substantial changes that have occurred in personal selling. The text focuses on the two fundamentals of personal selling-consultation and persuasion-together with in-depth coverage of customer relationship management strategies for practical success in the field. It provides extensive opportunities for both new and experienced salespeople to develop their knowledge and skills.

Selling 3e introduces a new chapter on CRM and in-depth coverage throughout on this expanding and dynamic topic. In addition, it includes end-of-chapter case studies, website references, and challenging cases at the close of the text, all with a practical focus. The book's extension section includes class activities, role plays and workbook sections to facilitate group research and discussion.

This book has a clear and accessible writing style, and is an invaluable resource for sales trainees and students in selling courses at university and vocational colleges. The chapters on negotiating with customers and presenting to customer groups provide an ideal reference for salespeople and others who are looking to further develop their selling skills. It also demonstrates how the practices and technologies of customer relationship management (CRM) can be used by salespeople to improve their sales performance.

This third edition offers a free 30-day trial of ACT!7 software, one of the most popular CRM packages used in business today.

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