9780073203157

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

by
  • ISBN13:

    9780073203157

  • ISBN10:

    0073203157

  • Edition: 8th
  • Format: Paperback
  • Copyright: 12/2/2004
  • Publisher: McGraw-Hill/Irwin
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List Price: $129.03

Summary

ABC's of Relationship Selling, 8/e by Futrell 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: Its 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

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