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| 020 | _a0072297271 (pbk.) | ||
| 022 | _a0072352825 | ||
| 050 |
_aHF5438.25 _bF868 |
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| 100 | 1 | _aFutrell, Charles. | |
| 245 | 1 | 0 |
_aABC's of relationship selling / _cCharles M. Futrell. |
| 250 | _a6th ed. | ||
| 260 |
_aBurr Ridge, Ill. : _bR.D. Irwin, _cc2000. |
||
| 300 |
_axviii, 462 p. : _bill. + _e1 CD-ROM. |
||
| 500 | _aIncludes index The CD-ROM includes an interactive student tutorial which highlights the key concepts addressed in the text. | ||
| 505 | 0 | _aThe 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 | |
| 650 | 0 | _aSelling. | |
| 942 | _cBK | ||