ABC's of relationship selling / Charles M. Futrell.
Material type:
TextPublication details: Boston, Mass. : McGraw-Hill, c2003.Edition: 7th edDescription: xix, 470 p. : ill., map ; 26 cm. + 1 CD-ROM (4 3/4 in.)ISBN: - 0072471549 (pbk. : alk. paper)
- 0072550988
- HF5438.25 .F868
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Methodist University Library Main General Stacks | Reference | HF5438.25 .F868 (Browse shelf(Opens below)) | Available | 13075 |
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| HF5438 .M675 World class selling : how to turn adversity into success | HF5438.25 .A523 Essentials of personal selling : | HF5438.25 .D863 High trust selling : | HF5438.25 .F868 ABC's of relationship selling / | HF5438.25 .F868 ABC's of relationship selling / | HF5438.25 .F868 2004 ABC's of relationship selling / | HF5438.25 .F87 Fundamentals of selling : |
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
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