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MP ABCs of Relationship Selling w/ ACT! Express CD
ISBN: 9780073225739 | 0073225738
Edition: 9thFormat: Paperback
Publisher: McGraw-Hill/Irwin
Pub. Date: 10/28/2005
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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 affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. 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 ProfessionChapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Ethics FirstThen Customer RelationshipsPart II: Preparation For Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: Its Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood o... MORE
Chapter 2: Ethics FirstThen Customer RelationshipsPart II: Preparation For Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: Its Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood o... MORE
Chapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: Its Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood o... MORE
Chapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood o... MORE
Chapter 6: Prospecting: The Lifeblood o... MORE
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