ISBN-10:
0072352825
ISBN-13:
9780072352825
Pub. Date:
06/28/1999
Publisher:
McGraw-Hill Higher Education
ABC's of Relationship Selling Package / Edition 6

ABC's of Relationship Selling Package / Edition 6

by Charles Futrell

Hardcover

Current price is , Original price is $82.75. You
Select a Purchase Option (Older Edition)
  • purchase options
    $72.37 $82.75 Save 13% Current price is $72.37, Original price is $82.75. You Save 13%.
    Currently Unavailable for Shipping
    Please check below for Buy Online, Pick up in Store.
  • purchase options

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

Customer Reviews

Most Helpful Customer Reviews

See All Customer Reviews