TY  - BOOK
AU  - Futrell,Charles
TI  - ABC's of relationship selling
SN  - 0072471549 (pbk. : alk. paper)
U1  - 658.85 23
PY  - 2003///
CY  - Boston, Mass.
PB  - McGraw-Hill
KW  - Selling
N1  - 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
ER  -