Relationship Selling

by Jim Cathcart

Book Overview

1987, Hdl Pub Co, Hardcover, ISBN: 9780937359259, Book Condition: New, 106094 10F This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0399516441
• ISBN13: 9780399516443
• Release Date: October 1990
• Publisher: Perigee Books
• Length: 124 Pages
• Weight: 1.28 lbs.
• Dimensions: 0.4" x 5.5" x 8.4"

Customer Reviews

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 who are continually improving their craft. And for everyone else in the organization who wants to understand the fundaments of business relationships (or human nature, for that matter). The author has distilled the process so smartly and concisely that every page is filled with accessible and meaningful insight and tangible takeaways. One of the very best books on the general sales process and specifically the consultative relationship. This book will make you proud to be in sales.

The purpose of selling

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.

A Sales / Relationship book WORTH reading

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.

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. In Relationship Selling, everyone is a winner.

Easy to read and use, honest and real.

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.