ABCs of Relationship Selling

Name: ABCs of Relationship Selling
Price: 5.7 USD
Availability: InStock
ISBN: 9780073404844

ISBN-10: 0073404845

ISBN-13: 9780073404844

Edition: 11th 2011

Authors: Charles M. Futrell

List price: $200.00

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Description:

ABCs of Relationship Selling, 11/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: $200.00
Edition: 11th
Copyright year: 2011
Publisher: McGraw-Hill Higher Education
Publication date: 1/19/2010
Binding: Paperback
Pages: 576
Size: 7.75" wide x 9.75" long x 0.75" tall
Weight: 2.2
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 Prospect's Objections



Closing Begins the Relationship



Service and Follow-Up for Customer Retention



Time and Territory Management: Keys 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


Index