02136cam a2200349 i 4500 17414157 OSt 20230426114738.0 120803s2013 nyua b 001 0 eng 2012028642 9780078028939 (alk. paper) 0078028930 (MHID) DLC eng LC rda pcc HF5438.25.F86 658.85 23 Futrell, Charles M. 1295 ABC's of relationship selling through service. / Charles M. Futrell, Texas A&M University. 12th ed. New York, NY: McGraw-Hill, 2013. xxxiv, 494 p. : illustrations ; 27 cm text rdacontent unmediated rdamedia volume rdacarrier 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 -- Selling. 1291 Texas A&M University 1296 7 cbc orignew 1 ecip 20 y-gencatlg lcc BK 9538 17038 0 0 lcc 0 0 WIUC-KL WIUC-KL GEN 2023-03-15 0 HF5438.25.F86(12e) K/3100/0198/23 2023-04-26 00:00:00 2023-04-26 BK