ABC's of relationship selling / Charles M. Futrell.
Publication details: Boston, Mass. : McGraw-Hill, c2003.Edition: 7th editionDescription: xix, 470 p. : ill., ; 26 cmISBN:- 0072471549 (pbk. : alk. paper)
- 9780072550986
- 658.85 23 FUT
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
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Book Open Access
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Engineering Library | 658.85 FUT 1 (Browse shelf(Opens below)) | 1 | Available | BUML24010540 | |
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Book Open Access
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Engineering Library | 658.85 FUT 2 (Browse shelf(Opens below)) | 2 | Available | BUML24010538 | |
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Book Open Access
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Engineering Library | 658.85 FUT 3 (Browse shelf(Opens below)) | 3 | Available | BUML24010544 | |
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Engineering Library | 658.85 FUT 4 (Browse shelf(Opens below)) | 4 | Available | BUML24010546 |
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| 658.85 ALE 1 Non-manipulative selling / | 658.85 CLA 1 Professional selling : a relationship approach / | 658.85 DAV 1 Getting into your customer's head : 8 secret roles of selling your competitors don't know / | 658.85 FUT 1 ABC's of relationship selling / | 658.85 FUT 2 ABC's of relationship selling / | 658.85 FUT 3 ABC's of relationship selling / | 658.85 FUT 4 ABC's of relationship selling / |
CONTENTS
Part I. Selling as a professional
1. The life, times and career of the professional sales person
2. Social, Ethical, and legal issues in selling
Part II. Preparation for relationship selling
3. The psychology of selling: Why people buy
4. Communication for relationship building: Its not all talk
5. Sales knowledge: customers, products technologies
Part III. The relationship selling process
6. Prospecting
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 objection
12. Closing begins the relationship
13. Service and follow-up for customer retention
Part V. Time and territory management: Keys to success
Appendices
Includes bibliographical references and index P. 463-470
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