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Relationship Selling (Paperback)

by Jim Cathcart (Author) "Relationship Selling is focused on building a good relationship with someone and providing a valuable service through that relationship..." (more)
Key Phrases: questioning plan, traditional selling, buyer concerns, Dominant Director, Steady Relater, Interactive Socializer (more...)

5.0 out of 5 stars See all reviews (6 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 5.5 x 0.4 inches
Shipping Weight: 5.4 ounces

Average Customer Review: 5.0 out of 5 stars See all reviews (6 customer reviews)

Amazon.com Sales Rank: #292,778 in Books (See Bestsellers in Books)

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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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Books on Related Topics | Concordance | Text Stats

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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:

Relationship Selling, the 8 competencies of top sales producers 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)

Relationship Selling, the 8 competencies of top sales producers by Jim Cathcart

Discusses:

Collaborative Selling by Anthony J. Alessandra

Discusses:

What Do Customers Ultimately Buy After Viewing This Item?

	83% buy the item featured on this page: Relationship Selling 5.0 out of 5 stars (6)
	9% buy Relationship Selling, the 8 competencies of top sales producers 4.6 out of 5 stars (5) $24.95
	4% buy Relationship Selling $124.80
	4% buy The Acorn Principle: Know Yourself, Grow Yourself 4.7 out of 5 stars (13) $11.86

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Customer Reviews

6 Reviews

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Average Customer Review

5.0 out of 5 stars (6 customer reviews)

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Most Helpful Customer Reviews

9 of 10 people found the following review helpful:

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

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

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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9 of 11 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 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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2 of 2 people found the following review helpful:

5.0 out of 5 stars The purpose of selling, January 19, 2007

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

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.