The Relati***hip Edge: The Key to Strategic Influence and Selling Success（关系优势：战略影响与销售成功的关键） pdf mobi 下载 kindle 115盘 chm 阿里云 rb

The Relati***hip Edge shows you exactly how to build valuable business relati***hips with people you don't naturally connect with. It presents a straightforward, three-step process that is easy to apply to you***ork and business. Jerry Acuff provides real-world principles for developing strong and lasting personal relati***hips 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 soluti*** to the business challenges you share.

This revised edition includes new information on building and leveraging healthy business relati***hips, especially how to maintain them over the long term. With real case studies and step-by-step guidance, The Relati***hip Edge offers the tools and advice you need to develop strong, rewarding relati***hips with customers, coworkers, and managers. With practical, concrete information on the mechanics of interpersonal relati***hips in the business world, you'll be well on you***ay 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 c***ultancy 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 Relati***hips Is a Skill

　Payback Time in Melnphis

　Relati***hips Can Trump Price

　Four Fundamental Selling Truths

　Meaningful Dialogue Comes with Trust

　Climbing the R.elati***hip Pyramid

　You Need Knowledge, Integrity, Acti***

　Key Points about the Pyramid

Chapter 2 WHAT STRONG RELATIONSHIPS REQUIRE

　Three Steps to Building a Positive Relati***hip

　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 Acti***

　Building a Relati***hip Takes Time

　Decide Who's Key, Then Do Something

Chapter 3 TWENTY QUESTIONS

　Start with a Self-Check

　Sharing Creates the Relati***hip

　Learn What Someone Treasures

　Thirteen Facts about Human Beings

　Let the Other Person Talk

　Sell by Not Selling

　Start with These 20 Questi***

　Memorize the Questi***, but Think FORM

　Tell Me Something That Will Surprise Me

　Respect Their Time and Opini***

　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 Questi*** 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 ***ALL 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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Get the relati***hip edge The Relati***hip Edge shows you exactly how to build valuable business relati***hips with people you don′t naturally connect with. It presents a straightforward, three–step process that is easy to apply to you***ork and business. Jerry Acuff provides real–world principles for developing strong and lasting personal relati***hips 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 soluti*** to the business challenges you share. This revised edition includes new information on building and leveraging healthy business relati***hips, especially how to maintain them over the long term. With real case studies and step–by–step guidance, The Relati***hip Edge offers the tools and advice you need to develop strong, rewarding relati***hips with customers, coworkers, and managers. With practical, concrete information on the mechanics of interpersonal relati***hips in the business world, you′ll be well on you***ay 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 relati***hips."

—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."

—Ge***es Gemayel, Executive Vice President, Genzyme Corporation