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Relationship Selling [Paperback]

Jim Cathcart (Author)

5.0 out of 5 stars See all reviews (7 customer reviews) |

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Product Details

Paperback: 144 pages
Publisher: Perigee Trade (October 3, 1990)
Language: English
ISBN-10: 0399516441
ISBN-13: 978-0399516443
Product Dimensions: 8.4 x 5.3 x 0.5 inches
Shipping Weight: 12 ounces

Average Customer Review: 5.0 out of 5 stars See all reviews (7 customer reviews)

Amazon Best Sellers Rank: #490,149 in Books (See Top 100 in Books)

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More About the Author

› Visit Amazon's Jim Cathcart Page

Jim Cathcart is the author of 15 books including the international bestsellers: The Acorn Principle (St. Martin's Press) and Relationship Selling (Leading Authorities Press, Macmillan, Advantage Quest).
Mr. Cathcart was inducted into the Professional Speakers Hall of Fame and has delivered over 2.700 professional speeches around the world. His most recent presentations have included: Caracas, VZ; Macau, China; Santiago, Chile; and Warsaw, Poland.
He is also a popular Rock & Roll guitarist/singer and performs regularly in night clubs and at conventions.

Customer Reviews

7 Reviews

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Average Customer Review

5.0 out of 5 stars (7 customer reviews)

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Most Helpful Customer Reviews

10 of 11 people found the following review helpful:

5.0 out of 5 stars A Sales / Relationship book WORTH reading, March 5, 2002

Kraig Devore (Springfield, IL United States) - See all my reviews

This review is from: Relationship Selling (Paperback)

I recommend a pass on some of the other snoozers when it comes to the topic of relationship selling. Jim Cathcart presents highly valuable information in an easy to read process that is applicable in the field. I have recommended the book to the whole team at my company. You won't be able to put it down.

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10 of 12 people found the following review helpful:

5.0 out of 5 stars Easy to read and use, honest and real., February 3, 1999

By A Customer

This review is from: Relationship Selling (Paperback)

This book makes so much sense! On every page there is something I can use. Unlike the books that spend 150 pages selling you their concept, this one gets right to the points you can apply. It has been around for awhile and is a classic. I first saw this book 12 years ago in its first version. It is even better now.

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3 of 3 people found the following review helpful:

5.0 out of 5 stars The purpose of selling, January 18, 2007

L. Mario Quintanilla Ling (Monterrey, M�xico) - See all my reviews
(REAL NAME)

This review is from: Relationship Selling (Paperback)

As this books said: The purpose of selling is to build profitable business friendships in a long term basis. It was one of the firsts books writed by Jim Catcarth and is very easy to understand why was so sucessful from the first edition. It shows how we can improve our sales and the overall process involved during a sale, in a way that we can stop to push the customers to purchase from us and we can begin to build profitable long term commercial and products or service trade. Highly recommended.

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Most Recent Customer Reviews

5.0 out of 5 stars Perfect Timing
I got my item well on time and it was in a good shape. Thanks a lot guys and keep up the good work !

Published on September 28, 2009 by Celik Alper

5.0 out of 5 stars Smart, Concise and Right On the Money
This is the book for everyone no matter what your role in the organizaiton. For new sales associates who are timid about "sales", experienced sales staff who are jaded or those... Read more

Published on November 11, 2008 by jchever

5.0 out of 5 stars relationship selling
How can I find this book in Portuguese, over here in Brasil ???

Published on October 26, 1999

5.0 out of 5 stars Golden Nugget
I first discovered this gem 6 years ago and have since ordered extra copies for associates. Jim dispells the myth that selling is a win/lose proposition. Read more

Published on May 24, 1999

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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!

Inside This Book (learn more)

First Sentence:
Relationship Selling is focused on building a good relationship with someone and providing a valuable service through that relationship. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
questioning plan, traditional selling, buyer concerns, sales pipeline

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Dominant Director, Steady Relater, Interactive Socializer, Cautious Thinker, Relationship Strategies, General Strategies Support, Buyer Profile, Relationship Action Plan

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Front Cover | Table of Contents | First Pages | Back Cover | Surprise Me!

Citations (learn more)

This book cites 1 book:

What If? by Shari Low on page 12

45 books cite this book:

The Eight Competencies of Relationship Selling: How to Reach the Top 1% in Just 15 Extra Minutes a Day by Jim Cathcart on 11 pages
The Acorn Principle: Know Yourself, Grow Yourself by Jim Cathcart on 4 pages
Endless Referrals: Network Your Everyday Contacts Into Sales, New & Updated Edition by Bob Burg in Front Matter, and Back Matter
AdverSelling: How to Build Stronger Relationships and Close More Sales by Applying 26 Principles from Successful Advertising Campaigns by James Hassett on page 152, and Back Matter
Guerrilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales by Orvel Ray Wilson in Front Matter, and Back Matter

See all 45 books citing this book

Books on Related Topics (learn more)

The Eight Competencies of Relationship Selling by Jim Cathcart

Discusses:

Collaborative Selling by Tony Alessandra

Discusses:

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