Foreword

Opportunities for relational selling in the information economy.

Evolution of sales models that complement the concept of marketing.

Ethics: The foundation for relationships in sales.

Creating value through relationship strategy.

Type of communication: The key to adaptive selling today.

Creating product solutions.

Strategies for selling value-added products.

The purchasing process and buying behavior.

Development and qualitative assessment of potential and existing customers.

Approaching the customer through adaptive selling.

Identifying customer needs through strategic consultative questions.

Creating value through consultative presentation.

Negotiating buyer objections.

Adjusting closing techniques and confirming collaboration.

Post-sale service and building partnerships.

Managing opportunities: the key to greater sales productivity.

Managing a sales team.

Selling today through real experience: role-playing scenarios.

Customer management at the regional level: database, sales process, and social experience networks.

Developing product, relationship, and presentation strategies for sales.

Reports.

Glossary.

Term index.