Futrell, Charles. <br/><br/>
ABC's of relationship selling / 
Charles M. Futrell. 
 - 7th edition 
 - Boston, Mass. :  McGraw-Hill,  c2003. 
 - xix, 470 p. :  ill.,  ;  26 cm.  
<br/><br/> CONTENTS<br/><br/>Part I. Selling as a professional<br/>1. The life, times and career of the professional sales person<br/>2. Social, Ethical, and legal issues in selling<br/><br/>Part II. Preparation for relationship selling<br/>3. The psychology of selling: Why people buy<br/>4. Communication for relationship building: Its not all talk<br/>5. Sales knowledge: customers, products technologies <br/><br/>Part III. The relationship selling process<br/>6. Prospecting<br/>7. Planning the sales call is a must<br/>8. Carefully select which sales presentation method to use<br/>9. Begin your presentation strategically<br/>10. Elements of a great sales presentation<br/>11. Welcome your prospect's objection<br/>12. Closing begins the relationship<br/>13. Service and follow-up for customer retention<br/><br/>Part V. Time and territory management: Keys to success<br/>Appendices<br/><br/><br/><br/><br/> 
<br/><br/>Includes bibliographical references and index P. 463-470 
<br/><br/><label>ISBN: </label>0072471549 (pbk. : alk. paper) 9780072550986 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>Dewey Class. No.: </label>658.85  / FUT