Pub. Date:
McGraw-Hill Higher Education
ABC's of Relationship Selling Package / Edition 6

ABC's of Relationship Selling Package / Edition 6

by Charles Futrell


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Product Details

ISBN-13: 9780072352825
Publisher: McGraw-Hill Higher Education
Publication date: 06/28/1999
Edition description: Older Edition
Pages: 368
Product dimensions: 7.87(w) x 9.84(h) x (d)

Table of Contents

Part 1: Selling as a Profession
Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Social, Ethical, and Legal Issues in Selling
Part 2: Preparation For Relationship Selling
Chapter 3: The Psychology of Selling: Why People Buy
Chapter 4: Communication and Persuasion: It�s Not All Talk
Chapter 5: Sales Knowledge: Customers, Products, Technologies
Part 3: 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 Prospect�s Objections
Chapter 12: Closing Begins the Relationship
Chapter 13: Service and Follow-Up for Customer Satisfaction and Retention
Part 4: Careers in Selling
Chapter 14: Time, Territory, and Self-Management: Keys to Success
Chapter 15: Retail, Business, Services, and Nonprofit Selling

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