Relationship Selling with ACT! Express CD-ROM

Part One What Is Relationship Selling? Chapter 1 Introduction to Relationship Selling Chapter 2 Using Information to Understand Sellers and Buyer Chapter 3 Value Creation in Buyer-Seller Relationships Chapter 4 Ethical and Legal Issues in Relationship Selling Part Two Elements of Relationship Selling Chapter 5 Prospecting and Sales Call Planning Chapter 6 Communicating the Sales Message Chapter 7 Negotiating for Win-Win Solutions Chapter 8 Closing the Sale and Follow-up Chapter 9 Self-Management: Time and Territory Part Three Managing the Relationship-Selling Process Chapter 10 Salesperson Performance: Behavior, Motivation, and Role Perceptions Chapter 11 Recruiting and Selecting Salespeople Chapter 12 Training Salespeople for Sales Success Chapter 13 Salesperson Compensation and Incentives Glossary Endnotes Index