ABC's of relationship selling through service /
Futrell, Charles, author.
ABC's of relationship selling through service / Charles M. Futrell. - Tenth edition. - Boston : McGraw-Hill/Irwin, c2009. - xxxii, 524 pages : illustrations ; 25 cm
Includes index.
pt. I. Selling as a profession
The life, times, and career of the professional salesperson
Ethics first ... then customer relationships
pt. II. Preparation for relationship selling
The psychology of selling : Why people buy
Communication for relationship building : It's not all talk
Sales knowledge : Customers, products, technologies
pt. III. The relationship selling process
Prospecting
the lifeblood of selling
Planning the sales call is a must!
Carefully select which sales presentation method to use
Begin your presentation strategically
Elements of a great sales presentation
Welcome your prospect's objections
Closing begins the relationship
Service and follow-up for customer retention
pt. IV. Time and territory management : Keys to success
Time, territory, and self-management : Keys to success
App. A. Sales call role plays
App. B. Personal selling experimental exercises
App. C. Selling globally
App. D. Answers to crossword puzzles
ABC’s of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.
In English text.
978-00-7126350-4
Selling.
Relationship marketing.
Sales and marketing.
CIR HF 5438.25 / F88 2009
CIR 658.85 / F989a 2009
ABC's of relationship selling through service / Charles M. Futrell. - Tenth edition. - Boston : McGraw-Hill/Irwin, c2009. - xxxii, 524 pages : illustrations ; 25 cm
Includes index.
pt. I. Selling as a profession
The life, times, and career of the professional salesperson
Ethics first ... then customer relationships
pt. II. Preparation for relationship selling
The psychology of selling : Why people buy
Communication for relationship building : It's not all talk
Sales knowledge : Customers, products, technologies
pt. III. The relationship selling process
Prospecting
the lifeblood of selling
Planning the sales call is a must!
Carefully select which sales presentation method to use
Begin your presentation strategically
Elements of a great sales presentation
Welcome your prospect's objections
Closing begins the relationship
Service and follow-up for customer retention
pt. IV. Time and territory management : Keys to success
Time, territory, and self-management : Keys to success
App. A. Sales call role plays
App. B. Personal selling experimental exercises
App. C. Selling globally
App. D. Answers to crossword puzzles
ABC’s of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.
In English text.
978-00-7126350-4
Selling.
Relationship marketing.
Sales and marketing.
CIR HF 5438.25 / F88 2009
CIR 658.85 / F989a 2009