- Fast–track route to effective service selling within a dynamic and globally competitive marketplace
- Covers the special approaches that make selling any kind of service acceptable to clients and an effective part of the overall marketing mix. Also looks at practical ways of dealing with high customer expectations
- Case studies drawn from a wide number of service businesses including airlines, hotels, and financial and professional services
- Includes a comprehensive resource guide, key concepts and thinkers, a 10–step action plan, and a section of FAQs
Introduction to Selling Services.
What is Selling Services?
The Evolution of Selling Services.
The Global Dimension.
The State of the Art.
Key Concepts and Thinkers.
Ten Steps to Making Selling Services Work.
Frequently Asked Questions.