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9781260316629

Loose Leaf for ABC's of Relationship Selling through Service

by Futrell, Charles M.
  • ISBN13:

    9781260316629

  • ISBN10:

    1260316629

  • eBook ISBN(s):

    9781260316643

  • Additional ISBN(s):

    9781260169829

  • Edition: 13th
  • Format: Loose-leaf
  • Copyright: 2018-12-07
  • Publisher: McGraw Hill
  • View Upgraded Edition
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Table of Contents

Part I: Selling as a Profession

1.The Life, Times and Career of the Professional Salesperson

2.Ethics First…then Customer Relationships


Part II

3.The Psychology of Selling: Why People Buy

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

5.Sales Knowledge: Customers, Products, Technologies


Part III:  The Relationship Selling Process

6.Prospecting: The Lifeblood of Selling

7.Planning the Sales Call: It’s a Must!

8.Carefully Select Which Sales Presentation Method to Use

9.Begin Your Presentation Strategically

10.Elements of a Great Sales Presentation

11.Welcome Your Prospect’s Objections

12.Closing Begins the Relationship

13.Service and Follow-Up for Customer Retention


Part IV:  Time, Territory and Self-Management

14.Time, Territory and Self-Management-Keys to Success

Appendix A: Personal Selling Experiential Exercises


Glossary of Selling Terms

Supplemental Materials

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