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Futrell, Charles M.

ABC's of relationship selling through service. / Charles M. Futrell, Texas A&M University. - 12th ed. - xxxiv, 494 p. : illustrations ; 27 cm

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 --

ISBN: 9780078028939 (alk. paper) 0078028930 (MHID)

LCCN: 2012028642

Subjects--Topical Terms:
Selling.

LC Class. No.: HF5438.25.F86

Dewey Class. No.: 658.85