| 000 | 02136cam a2200349 i 4500 | ||
|---|---|---|---|
| 001 | 17414157 | ||
| 003 | OSt | ||
| 005 | 20230426114738.0 | ||
| 008 | 120803s2013 nyua b 001 0 eng | ||
| 010 | _a 2012028642 | ||
| 020 | _a9780078028939 (alk. paper) | ||
| 020 | _a0078028930 (MHID) | ||
| 040 |
_aDLC _beng _cLC _erda |
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| 042 | _apcc | ||
| 050 | 0 | 0 | _aHF5438.25.F86 |
| 082 | 0 | 0 |
_a658.85 _223 |
| 100 | 1 |
_aFutrell, Charles M. _91295 |
|
| 245 | 1 | 0 |
_aABC's of relationship selling through service. / _cCharles M. Futrell, Texas A&M University. |
| 250 | _a12th ed. | ||
| 264 | 1 |
_aNew York, NY: _bMcGraw-Hill, _c2013. |
|
| 300 |
_axxxiv, 494 p. : _billustrations ; _c27 cm |
||
| 336 |
_atext _2rdacontent |
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| 337 |
_aunmediated _2rdamedia |
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| 338 |
_avolume _2rdacarrier |
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| 504 | _aIncludes bibliographical references (pages 482-485) and index. | ||
| 505 | _aContents: 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 -- | ||
| 650 | 0 |
_aSelling. _91291 |
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| 710 |
_aTexas A&M University _91296 |
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| 906 |
_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg |
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| 942 |
_2lcc _cBK |
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| 999 |
_c9538 _d17038 |
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