ABC's of relationship selling / (Record no. 937)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01354nam a2200181Ia 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0072297271 (pbk.) |
| 022 ## - INTERNATIONAL STANDARD SERIAL NUMBER | |
| ISSN | 0072352825 |
| 050 ## - CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | F868 |
| 100 1# - AUTHOR | |
| Personal name | Futrell, Charles. |
| 245 10 - TITLE | |
| Title | ABC's of relationship selling / |
| Statement of responsibility, etc | Charles M. Futrell. |
| 250 ## - EDITION | |
| Edition statement | 6th ed. |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | Burr Ridge, Ill. : |
| Name of publisher | R.D. Irwin, |
| Year of publication | c2000. |
| 300 ## - DESCRIPTION | |
| Number of Pages | xviii, 462 p. : |
| Other physical details | ill. + |
| Accompanying material | 1 CD-ROM. |
| 500 ## - NOTES | |
| General note | Includes index<br/>The CD-ROM includes an interactive student tutorial which highlights the key concepts addressed in the text. |
| 505 0# - FORMATTED CONTENTS NOTE | |
| Table of Content | The life, times and career of the professional salesperson 2<br/>Social, ethical and legal issues in selling 36<br/>Why psychology of selling: why people buy 66<br/>Communication for relationship building: its not all talk 104<br/>Sales knowledge: customers, products, technologies 130<br/>Prospecting-The lifeblood of selling 172<br/>Planning the sales call is a must 200<br/>Carefully select which sales presentation method to use 224<br/>Begin your presentation strategically 248<br/>Elements of a great sales presentation 276<br/>Welcome your prospects objections 308<br/>Closing begins the relationship 342<br/>Service and follow-up for costumer retention 376<br/>Time, territory and self management : keys to success 398<br/>Retail, business, services and non-profit selling 422 <br/>Index 462<br/> |
| 650 #0 - SUBJECTS | |
| Topical Term | Selling. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Home library | Current library | Shelving location | Date acquired | Full call number | Copy number | Koha item type |
|---|---|---|---|---|---|---|---|---|
| Methodist University Library Main | Methodist University Library Main | General Stacks | 17/09/2010 | HF5438.25 F868 | 31851 | Books |