Test Bank for ABCs of Relationship Selling through Service 12th Edition Futrell 1259097374 9780078028939

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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.

Language: English
ISBN-10 : 1259097374
ISBN-13 : 978-0078028939
ISBN-13 : 9780078028939
Author: Charles Futrell

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Solution Manual for ABCs of Relationship Selling through Service 12th Edition Futrell 1259097374 9780078028939

abc’s of relationship selling through service 12th edition pdf
abc’s of relationship selling through service 12th edition

Table of Content:

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

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