TY  - BOOK
AU  - Futrell,Charles M.
ED  - Texas A&M University
TI  - ABC's of relationship selling through service.
SN  - 9780078028939 (alk. paper)
AV  - HF5438.25.F86 
U1  - 658.85 23
PY  - 2013///
CY  - New York, NY
PB  - McGraw-Hill
KW  - Selling
N1  - 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 --
ER  -