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ABC’s of Relationship Selling through Service (Twelfth Edition)

by Charles M. Futrell

Publisher: McGraw Hill Education

Price (INR):Rs 825.00


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About the book

(Indian Edition) 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. Contents: Part I: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Ethics First…Then Customer Relationships Part II: Preparation for Relationship Selling Chapter 3: The Psychology of Selling: Why People Buy Chapter 4: Communication for Relationship Building: It’s Not All Talk Chapter 5: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process Chapter 6: Prospecting: The Lifeblood of Selling Chapter 7: Planning the Sales Call Is a Must! Chapter 8: Carefully Select Which Sales Presentation Method to Use Chapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospect’s Objections Chapter 12: Closing Begins the Relationship Chapter 13: Service and Follow-Up for Customer Retention Part IV: Time and Territory Management: Keys to Success Chapter 14: Time, Territory, and Self-Management: Keys to Success Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Selling Globally

Details of the book

Book :
ABC’s of Relationship Selling through Service (Twelfth Edition)
Book ID :
85996
Author :
Charles M. Futrell
ISBN 13 :
9781259097379
Year of Publication :
2013
Edition :
Twelfth
Publisher :
McGraw Hill Education
Binding :
Softcover
Pages :
528
Weight :
1 kg

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