01205nam a22001817a 4500 120528t xxu||||| |||| 00| 0 eng d 8185386153 HF5438.26.F868 Futrell, Charles ABC'S of selling. / Charles Futrell 2nd ed. India: Irwin Inc., c2003. xxi,473 p.: ill; 23cm. Includes index Contents: Selling as a profession -- The Life and times of the professional saleperson -- Preparation for successful selling : the psychology of selling: why people buy -- Communication and persuasion: it's not all talk -- So, What do i need to know? -- The Dynamics of selling -- Prospecting-the lifrblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of making a great presentation -- Welcome your prospect's objections -- Close, close, close -- Winning in the long run: building a relationship through service -- Special selling topics -- Time and territory mangement is a key to success -- Social, ethical, legal issues in selling. Selling. lcc BK 970 8470 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.26.F868 2428/12 2012-05-28 00:00:00 1 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.26.F8681 2429/12 2012-05-28 00:00:00 2 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.26.F8682 2430/12 2012-05-28 00:00:00 3 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.26.F8683 2431/12 2012-05-28 00:00:00 4 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.26.F8684 2432/12 2012-05-28 00:00:00 5 2012-05-28 BK