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9780072550986

ABC's of Relationship Selling w/ ACT! Express CD-ROM

by
  • ISBN13:

    9780072550986

  • ISBN10:

    0072550988

  • Edition: 7th
  • Format: Paperback
  • Copyright: 2002-02-04
  • Publisher: MCG
  • View Upgraded Edition

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Supplemental Materials

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Summary

ABC's of Relationship Selling is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

Table of Contents

Part I: Selling as a Profession

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

Chapter 2: Social, Ethical, and Legal Issues in Selling

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

Supplemental Materials

What is included with this book?

The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.

The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

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