000			01610cam a2200241 a 4500
003			OSt
005			20240116105030.0
008			010824s2003 mauab b 001 0 eng
020			_a0072471549 (pbk. : alk. paper)
020			_a9780072550986
040			_aBUL _cBUL _dBUL _beng _erda
082	0	0	_a658.85 _223 _bFUT
100	1		_aFutrell, Charles.
245	1	0	_aABC's of relationship selling / _cCharles M. Futrell.
250			_a7th edition
260			_aBoston, Mass. : _bMcGraw-Hill, _cc2003.
300			_axix, 470 p. : _bill., ; _c26 cm.
500			_aCONTENTS 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
504			_aIncludes bibliographical references and index P. 463-470
650		0	_aSelling.
942			_2ddc _cBO _e7th edition _h658.85 _i1 _kFUT _m658.85 FUT
999			_c1576 _d1576