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The Relationship Advantage : Become a Trusted Advisor and Create Clients for Life by Tom Stevenson; Sam W. Barcus; Sam Barcus is a nonfiction available to read on EtoBox.

What is The Relationship Advantage : Become a Trusted Advisor and Create Clients for Life about?

Corporations, it seems, are always seeking the "silver bullet" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective. For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques, including: *Why top managers must lead the care and feeding of key relationships *An inside view of how consultants build long-term, trusted advisor relationships *The difference between creating demand and responding to bids-an important difference that sparks enduring relationships *Problem-solving techniques that can lead to deeper customer alliances *Why it's more important for a salesperson to be interested rather than interesting *A diagnostic process to prepare for and execute customer mee

Who reads The Relationship Advantage : Become a Trusted Advisor and Create Clients for Life?

Author

Tom Stevenson; Sam W. Barcus; Sam Barcus

Publisher

Kaplan Business

Published

2003

Language

EN

ISBN

9780071502184

Category

nonfiction

Subjects

Management, Business, Education

Rating

4 / 5 (248 ratings)

Updated

2026-03-14