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 下载 txt 阿里云 lit rtf azw3 免费

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

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

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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.