000			01205nam a22001817a 4500
008			120528t xxu||||| |||| 00| 0 eng d
020			_a8185386153
050			_aHF5438.26.F868
100			_aFutrell, Charles
245			_aABC'S of selling. / _cCharles Futrell
250			_a2nd ed.
260			_aIndia: _bIrwin Inc., _cc2003.
300			_axxi,473 p.: _bill; _c23cm.
500			_aIncludes index
505			_aContents: 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.
650			_bSelling.
942			_2lcc _cBK
999			_c970 _d8470