商业的相关边际：必要求消费者与同行的联络THE RELATIONSHIP EDGE IN BUSINESS
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作者： Jerry Acuff著
出 版 社： 吉林长白山
出版时间： 2004-12-1字数：版次： 1页数： 226印刷时间： 2004/12/01开本：印次：纸张： 胶版纸I S B N ： 9780471477129包装： 精装编辑推荐
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
With real case studies and step-by-step guidance, The Relationship Edge in Business shows you how to:
Develop the right mindset–understand that personal relationships are vital to business success
Ask the right questions—discover the common ground you share with others
Do the right thing—be truthful and straightforward or you’ll undermine the goodwill you’ve worked so hard to build
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
Chapter 6: IT’S NOT WHAT YOU KNOW; IT’S WHAT YOU DO
Chapter 7: INTERACTS WELL WITH OTHERS
Chapter 8: DECIDE ON YOUR GOALS
Chapter 9: AND WHAT IF YOU’RE THE BOSS?
Chapter 10: MAINTAINING MEANINGFUL RELATIONSHIPS
Notes
Index
