ABC's of relationship selling through service. / Charles M. Futrell, Texas A&M University.
Material type:
TextPublisher: New York, NY: McGraw-Hill, 2013Edition: 12th edDescription: xxxiv, 494 p. : illustrations ; 27 cmContent type: - text
- unmediated
- volume
- 9780078028939 (alk. paper)
- 0078028930 (MHID)
- 658.85 23
- HF5438.25.F86
| Cover image | Item type | Current library | Home library | Collection | Shelving location | Call number | Materials specified | Vol info | URL | Copy number | Status | Notes | Date due | Barcode | Item holds | Item hold queue priority | Course reserves | |
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WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.F86(12e) (Browse shelf(Opens below)) | Available | K/3100/0198/23 |
Includes bibliographical references (pages 482-485) and index.
Contents: Selling as a profession: The Life, times and career of the professional salesperson -- Ethics first ... Then customer relationships -- Preparation for relationship selling: The Psychology of selling: why people buy -- Communication for relationship building: it's not all talk -- Sales knowledge: customers, products, technologies -- The Relationship selling process: Prospecting-The Lifeblood of selling -- Planning the sales call is a must! -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Time and territory management: keys top success: Time, territory and self-management: keys to success --
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