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ABCs of Relationship Selling through Service 12th Edition Futrell Test Bank

Name: ABCs of Relationship Selling through Service 12th Edition Futrell Test Bank
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ABCs of Relationship Selling through Service 12th Edition Futrell Test Bank.

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Categories: Marketing, Test Bank Tags: 12th Edition, ABCs of Relationship Selling through Service, Futrell, Test Bank

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ABCs of Relationship Selling through Service 12th Edition Futrell Test Bank

Product details:

ISBN-10 ‏ : ‎ 1259097374
ISBN-13 ‏ : ‎ 978-0078028939
Author: Charles M. Futrell

ABC’s of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

Table contents:

Part I: Selling as a Profession

1.The Life, Times and Career of the Professional Salesperson

2.Ethics First…then Customer Relationships

Part II

3.The Psychology of Selling: Why People Buy

4.Communication for Relationship Building: It’s Not All Talk

5.Sales Knowledge: Customers, Products, Technologies

Part III: The Relationship Selling Process

6.Prospecting: The Lifeblood of Selling

7.Planning the Sales Call: It’s a Must!

8.Carefully Select Which Sales Presentation Method to Use