9780073225739

MP ABCs of Relationship Selling w/ ACT! Express CD

by
  • ISBN13:

    9780073225739

  • ISBN10:

    0073225738

  • Edition: 9th
  • Format: Paperback
  • Copyright: 10/28/2005
  • Publisher: McGraw-Hill/Irwin
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List Price: $127.71

Summary

ABC’s of Relationship Selling, 9/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, Upjohn, 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: Ethics FirstThen Customer Relationships

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

Appendix A: Sales Call Role Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Selling Globally

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