关系优势：战略影响与销售成功的关键The Relationship Edge: The Key to Strategic Influence and Selling Success
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作者： Jerry Acuff等著
出 版 社： Oversea Publishing House
出版时间： 2004-12-1字数：版次： 1页数： 241印刷时间： 2004/12/01开本：印次：纸张： 胶版纸I S B N ： 9780470068335包装： 平装编辑推荐
作者简介：
JERRY ACUFF is President of Delta Point-The Sales Agency, a Scottsdale, Arizona–based consultancy that helps market-leading companies find new and innovative ways to market products. A graduate of the Virginia Military Institute, he has also served as Executive in Residence at the Amos Tuck School of Business at Dartmouth College.
内容简介
The Relationship Edge shows you exactly how to build valuable business relationships with people you don't naturally connect with. It presents a straightforward, three-step process that is easy to apply to your work and business. Jerry Acuff provides real-world principles for developing strong and lasting personal relationships with the key people in your business life, helping you become more effective and persuasive while maintaining meaningful, truthful dialogues with those around you. Acuff shows how the more truthful and direct you are with customers and colleagues, the more truthful they'll be with you-and the more likely you are to find meaningful solutions to the business challenges you share.
This revised edition includes new information on building and leveraging healthy business relationships, especially how to maintain them over the long term. With real case studies and step-by-step guidance, The Relationship Edge offers the tools and advice you need to develop strong, rewarding relationships with customers, coworkers, and managers. With practical, concrete information on the mechanics of interpersonal relationships in the business world, you'll be well on your way to doing business better and more productively.
"A great coaching tool for every sales manager-finally, a book that outlines step by step how to build both strong customer and personal relationships."
—John M. Woychick, Senior Vice President, Training, Pfizer Pharmaceuticals
"Time and time again, Jerry Acuff's approach to selling has been proven to work. A must-read for those who believe that successful selling is a part of their everyday life."
—Georges Gemayel, Executive Vice President, Genzyme Corporation
目录
Foreword
Acknowledgments
Chapter 1: Climbing the Relationship Pyramid
Building Relationships Is a Skill
Payback Time in Memphis
Relationships Can Trump Price
Four Fundamental Selling Truths
Meaningful Dialogue Comes with Trust
Climbing the Relationship Pyramid
You Need Knowledge, Integrity, Actions
Key Points about the Pyramid
Chapter 2: What Strong Relationships Require
Three Steps to Building a Positive Relationship
Make Self-Fulfilling Prophecies Positive
Think Well of Others (Even the Jerks)
Implement the Process Completely
Learn Strategies, Not Tactics
Set Yourself Apart
Do Unexpected, Unselfish Actions
Building a Relationship Takes Time
Decide Who’s Key, Then Do Something
Chapter 3: Twenty Questions
Start with a Self-Check
Sharing Creates the Relationship
Learn What Someone Treasures
Thirteen Facts about Human Beings
Let the Other Person Talk
Sell by Not Selling
Start with These 20 Questions
Memorize the Questions, but Think FORM
Tell Me Something That Will Surprise Me
Respect Their Time and Opinions
Plan What You Will Ask
Chapter 4: Good Questions Promote Meaningful Dialogue
Motives Matter
Setting up a Good Question
Analyze the Bridge to the Question
Preface Your Question
Ask Personal Questions First
Hold up a Book
Don’t Suggest an Answer
Learn What Someone Treasures
Make Them Think
Stimulate Real Thinking
Ways to Gain Respect
Chapter 5: It's a Small World After All
Connect for Yourself
Use the Small World Phenomenon
Connect for the Other Person
Connect with Difficult People
Probe for Connections
Chapter 6: It's Not What You Know; It's What You Do
Chapter 7: Why You Ought to Map Your Relationships
Chapter 8: Pyramid Hopping for Fun and Profit
Chapter 9: Build Respect, Set Goals, and Maintain Relationships
Chapter 10: And What If You're The Boss?
Notes
Index
