ABC's of Relationship Selling: With ACT! Express CD-ROM
8th Edition
Published on 1. June 2004
Book
Mixed media product
978-0-07-320315-7 (ISBN)
Description
"ABC's of Relationship Selling, 8/e" by Futrell 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 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
8th Revised edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Dimensions
Height: 254 mm
Width: 205 mm
Thickness: 22 mm
Weight
1025 gr
ISBN-13
978-0-07-320315-7 (9780073203157)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
New editions
Charles M. Futrell
ABCs of Relationship Selling: With ACT! Express CD
Book
10/2005
9th Edition
McGraw Hill Higher Education
€100.45
Article exhausted; check for reprint
Content
Part I: Selling as a ProfessionChapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Social, Ethical, and Legal Issues in SellingPart II: Preparation For Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: It's Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood of SellingChapter 7: Planning the Sales Call Is a Must!Chapter 8: Carefully Select Which Sales Presentation Method to UseChapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospects ObjectionsChapter 12: Closing Begins the RelationshipChapter 13: Service and Follow-Up for Customer RetentionPart IV: Careers in SellingChapter 14: Time, Territory, and Self-Management: Keys to Success