ABC's of relationship selling through service. / Charles M. Futrell, Texas A&M University.
Material type:
TextPublisher: New York, NY: McGraw-Hill, 2013Edition: 12th edDescription: xxxiv, 494 p. : illustrations ; 27 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9780078028939 (alk. paper); 0078028930 (MHID)Subject(s): SellingDDC classification: 658.85 LOC classification: HF5438.25.F86| Item type | Current location | Home library | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Books
|
WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA KUMASI LIBRARY | HF5438.25.F86(12e) (Browse shelf) | Available | K/3100/0198/23 |
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 --
There are no comments on this title.