ABC's of Relationship Selling Through Service

by Futrell, Charles

• ISBN13: 9780073101323
• ISBN10: 007310132X
• Edition: 9th
• Format: Paperback
• Copyright: 2005-10-28
• Publisher: McGraw-Hill/Irwin

Table of Contents

Part I: Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson

Chapter 2: Ethics First…Then Customer Relationships

Part II: Preparation For Relationship Selling

Chapter 3: The Psychology of Selling: Why People Buy

Chapter 4: Communication for Relationship Building: It’s Not All Talk

Chapter 5: Sales Knowledge: Customers, Products, Technologies

Part III: The Relationship Selling Process

Chapter 6: Prospecting: The Lifeblood of Selling

Chapter 7: Planning the Sales Call Is a Must!

Chapter 8: Carefully Select Which Sales Presentation Method to Use

Chapter 9: Begin Your Presentation Strategically

Chapter 10: Elements of a Great Sales Presentation

Chapter 11: Welcome Your Prospects Objections

Chapter 12: Closing Begins the Relationship

Chapter 13: Service and Follow-Up for Customer Retention

Part IV: Careers in Selling

Chapter 14: Time, Territory, and Self-Management: Keys to Success

Appendix A: Sales Call Role Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Selling Globally