The Relationship 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 pdb 阿里云 极速 mobi caj kindle 下载

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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Get the relationship edge 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. "A great coaching tool for every sales manager–finally, a book that outlines step by step how to build both strong customer and personal relationships."

—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."

—Georges Gemayel, Executive Vice President, Genzyme Corporation