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ABCs of Relationship Selling

ABCs of Relationship Selling - 5th edition

ISBN13: 978-0256201987

Cover of ABCs of Relationship Selling 5TH 97 (ISBN 978-0256201987)
ISBN13: 978-0256201987
ISBN10: 0256201986
Cover type:
Edition/Copyright: 5TH 97
Publisher: Richard D. Irwin, Inc.
Published: 1997
International: No

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ABCs of Relationship Selling - 5TH 97 edition

ISBN13: 978-0256201987

Charles Futrell

ISBN13: 978-0256201987
ISBN10: 0256201986
Cover type:
Edition/Copyright: 5TH 97
Publisher: Richard D. Irwin, Inc.

Published: 1997
International: No
Summary

Essentially this is a "slimmed down", paperback version of Fundamentals of Selling, 5/e, which was published in 1996. The greatest difference is that ABC's does not cover sales management, it is paperback, 1 color and less expensive.
New coverage of technology and selling in each chapter.
New experiential exercises at the end of each chapter.
New global coverage through the use of boxes.
Straight-forward, practical writing style teaches students the fundamentals of selling.
Applications like making the sale, and selling tips in every chapter.
Ethical boxes at the end of each chapter.
Respected author.
Excellent supplements package.
ABC's is a brief, paperback selling text. It is less expensive than the traditional selling text and this will appeal to professors who are concerned with cost or who choose to require other reading or assignment materials.

Table of Contents

PART I. SELLING AS A PROFESSION

1. The Life, Times, and Career of the Professional Salesperson
2. Social, Ethical, and Legal Issues in Selling

PART II. PREPARATION FOR RELATIONSHIP SELLING

3. The Psychology of Selling: Why People Buy
4. Communication and Persuasion: It's Not All Talk
5. Sales Knowledge: Customers, Products, Technologies

PART III. THE RELATIONSHIP SELLING PROCESS

6. Prospecting--The Lifeblood of Selling
7. Planning the Sales Call Is a Must!
8. Carefully Select Which Sales Presentation Method to Use
9. Begin Your Presentation Strategically
10. Elements of a Great Sales Presentation
11. Welcome Your Prospect's Objections
12. Closing Begins the Relationship
13. Service and Follow-Up for Customer Satisfaction and Retention

PART IV. CAREERS IN SELLING

14. Time, Territory, and Self-Management: Keys to Success
15. Retail, Business, Service, and Non-Profit Selling

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