ABC's of Relationship Selling

Charles M. Futrell (Autor)

Media-Kombination

2005 | 9th Revised edition
McGraw Hill Higher Education
978-0-07-110776-1 (ISBN)

Keine Verlagsinformationen verfügbar

Artikel merken

Filled with practical tips and business-examples, this book focuses on improving communication skills and places emphasis on the fact that no matter what career a student pursues, selling skills are a valuable asset. It includes exercises and role plays.

"ABC's of Relationship Selling, 9/E" by Futrell is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. This text contains a wealth of exercises and role plays. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Ethics First!Then Customer Relationships Part II: Preparation For Relationship Selling 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 Is a Must! 8: Carefully Select Which Sales Presentation Method to Use 9: Begin Your Presentation Strategically 10: Elements of a Great Sales Presentation 11: Welcome Your Prospects Objections 12: Closing Begins the Relationship 13: Service and Follow-Up for Customer Retention Part IV: Careers in Selling 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

Erscheint lt. Verlag	1.12.2005
Verlagsort	London
Sprache	englisch
Maße	203 x 254 mm
Gewicht	988 g
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb
ISBN-10	0-07-110776-2 / 0071107762
ISBN-13	978-0-07-110776-1 / 9780071107761
Zustand	Neuware