Chapter 7: The Selling Process – Closing and Follow up
Chapter Outline
7.0 Learning Outcomes
7.1 Closing Starts at the Beginning
7.2 Collaborate to Negotiate
7.3 Trial Closes
7.4 Selling U: Negotiating to Win for Your Job Offer
7.5 Follow-Up: The Lasting Impression
7.6 Customer Satisfaction Isn’t Enough
7.7 Selling U: What Happens after You Accept the Offer?
7.8 Key Takeaways & Terms
7.9 Test Your Knowledge
7.10 Exercises
7.11 References