Futrell, Charles M. creator Texas A&M University text bibliography nyu 2013 12th ed. monographic eng

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xxxiv, 494 p. : illustrations ; 27 cm 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 -- Charles M. Futrell, Texas A&M University. Includes bibliographical references (pages 482-485) and index. Selling HF5438.25.F86 658.85 9780078028939 (alk. paper) 0078028930 (MHID) 2012028642 DLC 120803 20230426114738.0 17414157 eng