Relationship Selling: The eight competencies of top sales producers

by Jim Cathcart, Anthony J. Alessandra (Foreword)

The worldwide bestseller Relationship Selling was first published in the mid-1980s by author Jim Cathcart. This edition was written using the first edition plus almost 20 years of actual field experience in applying these techniques.
The basic premise of Relationship Selling is: The purpose of Business is to make life better for people. And the purpose of Selling is to build Profitable Business Friendships.
Jim Cathcart http://Cathcart.com is the author of 16 books and a Hall of Fame professional speaker. He has sold products and services for over 40 years and trained 2,900 client organizations around the world.

Genres: Business

417 pages, Kindle Edition

First published September 1, 1987

About the author

Jim Cathcart is the author of 21 books including the international bestsellers: The Acorn Principle (St. Martin's Press) and Relationship Selling (Leading Authorities Press, Macmillan, Advantage Quest), Intelligent Curiosity (Beyond Publishing) and The Power Minute, Your Self Motivation Handbook (Authors Press). He's the founder of Cathcart.com "Motivation - Strategy - Training."

Reviews

[Maggie Graupera · Rating 4 out of 5]

I read this book to improve my skills as a recruiter.
90% of it was applicable to me and I learned a lot of new things about the sales process.
This may be a little bit of an older book but it was very up to date in the modern sales strategies (from what I’ve read elsewhere). It’s definitely here to stay.
I also enjoyed how this book was all gender inclusive.

[Bart · Rating 1 out of 5]

Assigned by my company to read. Nothing new. The fact that it is no longer available at book stores should tell you something about the book. No new concepts here.

[Michelle Beese · Rating 5 out of 5]

Building relationships is what selling is all about to me and this book enforces that idea.

[Nick Woodall · Rating 4 out of 5]

Good book on selling, especially through relationships. Lots of good examples and stories.