ABC's of relationship selling through service / Charles M. Futrell.

By:

Futrell, Charles, author

Material type:

TextPublication details: Boston : McGraw-Hill/Irwin, c2009.Edition: Tenth editionDescription: xxxii, 524 pages : illustrations ; 25 cmISBN:

978-00-7126350-4

Subject(s):

DDC classification:

CIR 658.85 F989a 2009 20

LOC classification:

CIR HF 5438.25 F88 2009

Contents:

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

Summary: 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.

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Holdings
Cover image	Item type	Current library	Home library	Collection	Shelving location	Call number	Materials specified	Vol info	URL	Copy number	Status	Notes	Date due	Barcode	Item holds	Item hold queue priority	Course reserves
	Book	Cavite State University - CCAT Campus		Book	GCS	CIR HF 5438.25 F88 2009 (Browse shelf(Opens below))				1	Available			R0011090

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.

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