The Relationship Edge: The Key to Strategic Influence and Selling Success

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作者：Jerry

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ISBN：9780470068335

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简介

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.
　　作者简介：JERRY ACUFF is President of Delta Point-The Sales Agency, a cottsdale, 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.

Acknowledgments
Chapter 1　CLIMBING THE RELATIONSHIP PYRAMID
　Building Relationships Is a Skill
　Payback Time in Melnphis
　Relationships Can Trump Price
　Four Fundamental Selling Truths
　Meaningful Dialogue Comes with Trust
　Climbing the R.elationship 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
Chapter5 IT'S SMALL WORLD AFTER ALL
Chapter6 IT'S NOT WHAT YOU KNOU; IT'S WHAT YOU DO
Chapter7 WHY YOU OUGHT TO MAP YOUR PELATIONSHIPS
Chapter8 PYRAMID HOPPING FOR FUN AND PROFIT
Chapter9 BUILD RESPECT,SET GOALS,AND MAINTAIN RELATIONSHIPS
Chapter10 AND WHAT IF YOU'RE THE BOSS?
Notes
Index

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