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ABC's of Relationship Selling -Text Only

ABC's of Relationship Selling -Text Only - 8th edition

ISBN13: 978-0072857054

Cover of ABC
ISBN13: 978-0072857054
ISBN10: 0072857056
Cover type: Paperback
Edition/Copyright: 8TH 05
Publisher: Richard D. Irwin, Inc.
Published: 2005
International: No

List price: $90.00

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ABC's of Relationship Selling -Text Only - 8TH 05 edition

ISBN13: 978-0072857054

Charles Futrell

ISBN13: 978-0072857054
ISBN10: 0072857056
Cover type: Paperback
Edition/Copyright: 8TH 05
Publisher: Richard D. Irwin, Inc.

Published: 2005
International: No
Summary

ABC's of Relationship Selling through Service, 8/e by Futrell is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

Table of Contents

Part I: Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Ethics First...Then Customer Relationships

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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