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.