Solution Manual for ABCs of Relationship Selling Through Service Canadian 6th Edition Futrell Agnihotri and Valvasori 1259030784 9781259030789

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Product Details:

ABC’s of Relationship Selling through Service explores the basic fundamentals of selling from a Canadian perspective. The text provides students with the foundation for understanding the entire selling process including selling as a profession, preparation for relationship selling, the relationship selling process, and keys to successful selling career. State-of-the-art selling strategies, practices and techniques are presented in a

Language: English
ISBN-10 : 1259030784
ISBN-13 : 978-1259030789
ISBN-13 : 9781259030789

Author: Charles Futrell, Raj Agnihotri and Mark Valvasori

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Table of Content:

Part 1 – Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson

Chapter 2: Ethics First… Then Customer Relationships

Part 2 – Preparation for Relationship Selling

Chapter 3: The Psychology of Selling: Why People Buy

Chapter 4: Communication for Successful Selling: How to Build Relationships

Chapter 5: Sales Knowledge: Customers, Products, Technologies

Part 3 – The Relationship Selling Process

Chapter 6: Prospecting – The Lifeblood of Selling

Chapter 7: The Preapproach – Planning Your Sales Call and Presentation

Chapter 8: The Approach – Begin Your Presentation Strategically

Chapter 9: The Presentation – Elements of Effective Persuasion

Chapter 10: Objections – Address Your Prospect’s Concerns

Chapter 11: Closing – The Beginning of a New Relationship

Chapter 12: Follow-up – Maintain and Strengthen the Relationship

Part 4 – Keys to a Successful Selling Career

Chapter 13: Time, Territory, and Self-Management

Chapter 14: Retail, Business, Services, and Nonprofit Selling

Appendix A – Sales Arithmetic and Pricing

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