ABC's of Relationship Selling
9th Edition
Published on 1. December 2005
Book
Mixed media product
978-0-07-110776-1 (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 text contains a wealth of exercises and role plays. 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
Dimensions
Height: 254 mm
Width: 203 mm
Thickness: 21 mm
Weight
988 gr
ISBN-13
978-0-07-110776-1 (9780071107761)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Ethics First!Then Customer Relationships Part II: Preparation For Relationship Selling 3: The Psychology of Selling: Why People Buy 4: Communication for Relationship Building: It's Not All Talk 5: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 6: Prospecting: The Lifeblood of Selling 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 Prospects Objections 12: Closing Begins the Relationship 13: Service and Follow-Up for Customer Retention Part IV: Careers in Selling 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