ABC's of Relationship Selling Through Service

Name: ABC's of Relationship Selling Through Service
Price: 5.37 USD
Availability: InStock
ISBN: 9780073380995

ISBN-10: 0073380997

ISBN-13: 9780073380995

Edition: 10th 2009

Authors: Charles M. Futrell

List price: $132.81

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ABC's of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

Book details

List price: $132.81
Edition: 10th
Copyright year: 2009
Publisher: McGraw-Hill School Education Group
Publication date: 1/7/2008
Binding: Paperback
Pages: 560
Size: 8.00" wide x 9.75" long x 0.75" tall
Weight: 2.134
Language: English



Selling as a Profession


The Life, Times, and Career of the Professional Salesperson


Ethics First...Then Customer Relationships


Preparation For Relationship Selling


The Psychology of Selling: Why People Buy


Communication for Relationship Building: It's Not All Talk


Sales Knowledge: Customers, Products, Technologies


The Relationship Selling Process


Prospecting: The Lifeblood of Selling


Planning the Sales Call Is a Must!


Carefully Select Which Sales Presentation Method to Use


Begin Your Presentation Strategically


Elements of a Great Sales Presentation


Welcome Your Prospects Objections


Closing Begins the Relationship


Service and Follow-Up for Customer Retention


Time and Territory Management: Key to Success


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


Sales Call Role Plays


Personal Selling Experiential Exercises


Selling Globally


Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits and Acknowledgments