ABC's of Relationship Selling: With ACT! Express CD-ROM
7th Edition
Published on 1. March 2002
Book
Mixed media product
580 pages
978-0-07-255098-6 (ISBN)
Description
"ABC's of Relationship Selling" is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. This affordable, brief paperback contains a wealth of exercises and role plays and is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.
More details
Edition
7th Revised edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Dimensions
Height: 251 mm
Width: 205 mm
Thickness: 15 mm
Weight
868 gr
ISBN-13
978-0-07-255098-6 (9780072550986)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Part I: 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 II: Preparation For Relationship Selling Chapter 3: The Psychology of Selling: Why People Buy Chapter 4: Communication for Relationship Building: It's Not All Talk Chapter 5: Sales Knowledge: Customers, Products, Technologies Part III: 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 Prospects Objections Chapter 12: Closing Begins the Relationship Chapter 13: Service and Follow-Up for Customer Retention Part IV: Careers in Selling Chapter 14: Time, Territory, and Self-Management: Keys to Success