000			02609nam a22002897a 4500
003			OSt
005			20231007020614.0
008			210127b ||||| |||| 00| 0 eng d
020			_a978-00-7126350-4
040			_aCvSU-CCAT Campus Library. _bEnglish. _cCvSU-CCAT Campus Library _erda.
050			_aCIR HF 5438.25 _bF88 2009
082			_aCIR 658.85 _bF989a 2009 _220
100			_aFutrell, Charles, author. _91376
245			_aABC's of relationship selling through service / _cCharles M. Futrell.
250			_aTenth edition.
260			_aBoston : _bMcGraw-Hill/Irwin, _cc2009.
300			_a xxxii, 524 pages : _billustrations ; _c25 cm
504			_aIncludes index.
505			_apt. I. Selling as a profession The life, times, and career of the professional salesperson Ethics first ... then customer relationships pt. II. 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 pt. III. 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 pt. IV. Time and territory management : Keys to success Time, territory, and self-management : Keys to success App. A. Sales call role plays App. B. Personal selling experimental exercises App. C. Selling globally App. D. Answers to crossword puzzles
520			_aABC’s of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence 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.
546			_aIn English text.
650			_aSelling. _9407
650			_aRelationship marketing. _91377
650			_aSales and marketing. _97723
942			_cBK _eTenth edition. _hHF 5438.25 F88 2009 _k CIR _2lcc
999			_c451 _d451