商业的相关边际：必要求消费者与同行的联络THE RELATIONSHIP EDGE IN BUSINESS pdf mobi 下载 kindle 115盘 chm 阿里云 rb

With real case studies and step-by-step guidance, The Relati***hip Edge in Business shows you how to:

Develop the right mindset–understand that personal relati***hips are vital to business success

Ask the right questi***—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

Foreword

Acknowledgments

Chapter 1: CLIMBING THE RELATIONSHIP PYRAMID

　Building Relati***hips Is a Skill

　Payback Time in Memphis

　Relati***hips Can Trump Price

　Four Fundamental Selling Truths

　Meaningful Dialogue Comes with Trust

　Climbing the Relati***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

Chapter 5: IT’S A ***ALL 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: MAINTAININ***EANINGFUL RELATIONSHIPS

Notes

Index

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作者简介：

　　JERRY ACUFF is President of Delta Point-The Sales Agency, a Scottsdale, 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.