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ABC's of Relationship Selling Through Service

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ISBN-10: 0073380997

ISBN-13: 9780073380995

Edition: 10th 2009

Authors: Charles M. Futrell

List price: $132.81
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Description:

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.
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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