ABC's of relationship selling / Charles M. Futrell.
Material type:
TextPublication details: Burr Ridge, Ill. : R.D. Irwin, c2000.Edition: 6th edDescription: xviii, 462 p. : ill. + 1 CD-ROMISBN: - 0072297271 (pbk.)
- 0072352825
- HF5438.25 F868
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Methodist University Library Main General Stacks | HF5438.25 F868 (Browse shelf(Opens below)) | 31851 | Available |
Includes index
The CD-ROM includes an interactive student tutorial which highlights the key concepts addressed in the text.
The life, times and career of the professional salesperson 2
Social, ethical and legal issues in selling 36
Why psychology of selling: why people buy 66
Communication for relationship building: its not all talk 104
Sales knowledge: customers, products, technologies 130
Prospecting-The lifeblood of selling 172
Planning the sales call is a must 200
Carefully select which sales presentation method to use 224
Begin your presentation strategically 248
Elements of a great sales presentation 276
Welcome your prospects objections 308
Closing begins the relationship 342
Service and follow-up for costumer retention 376
Time, territory and self management : keys to success 398
Retail, business, services and non-profit selling 422
Index 462
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