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Futrell, Charles.

ABC's of relationship selling / Charles M. Futrell. - 7th ed. - Boston, Mass. : McGraw-Hill, c2003. - xix, 470 p. : ill., map ; 26 cm. + 1 CD-ROM (4 3/4 in.)

Includes bibliographical references and index

Part I: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Social, Ethical, and Legal Issues in Selling Part II: Preparation For Relationship Selling Chapter 3: The Psychology of Selling: Why People Buy Chapter 4: Communication for Relationship Building: It's 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

ISBN: 0072471549 (pbk. : alk. paper)

ISSN: 0072550988

Subjects--Topical Terms:
Selling.

LC Class. No.: HF5438.25 / .F868