Futrell, Charles M. <br/><br/>
ABC's of relationship selling through service. / 
Charles M. Futrell, Texas A&M University. 
 - 12th ed. 
 - xxxiv, 494 p. :  illustrations ;  27 cm 
<br/><br/>Includes bibliographical references (pages 482-485) and index. 
<br/><br/>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 --  
<br/><br/><label>ISBN: </label>9780078028939 (alk. paper) 0078028930 (MHID) 
<br/><br/><label>LCCN: </label>2012028642 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.
<br/><br/><label>LC Class. No.: </label>HF5438.25.F86 
<br/><br/><label>Dewey Class. No.: </label>658.85