ABCs of Relationship Selling: With ACT! Express CD
9th Edition
Published on 28. October 2005
Book
Mixed media product
539 pages
978-0-07-322573-9 (ISBN)
Description
"ABC's of Relationship Selling, 9/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, Upjohn, 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
9th Revised edition
Language
English
Place of publication
London
United States
Publishing group
McGraw-Hill Education - Europe
Edition type
Revised edition
Illustrations
Illustrations
Dimensions
Height: 254 mm
Width: 203 mm
Thickness: 22 mm
Weight
984 gr
ISBN-13
978-0-07-322573-9 (9780073225739)
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
ABC's of Relationship Selling
Book
01/2008
10th Edition
McGraw Hill Higher Education
€102.74
Article exhausted; check for reprint
Previous edition
Charles Futrell
ABC's of Relationship Selling: With ACT! Express CD-ROM
Book
06/2004
8th Edition
McGraw-Hill Publishing Co.
€102.93
Article exhausted; check for reprint
Content
Part I: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Ethics First!Then Customer Relationships 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 Appendix A: Sales Call Role Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Selling Globally