Abcs of Relationship Selling (Int'l Ed) -- Paperback / softback （12 ed）

Futrell, Charles

Mcgraw-hill Education - Europe（2013/01発売）

• 製本 Paperback:紙装版/ペーパーバック版
• 商品コード 9780071326292

Full Description

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.

Contents

Part Iof the Professional SalespersonChapter 2: Ethics First...Then Customer RelationshipsPart II: Preparation for Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: It's Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood of SellingChapter 7: Planning the Sales Call Is a Must! Chapter 8: Carefully Select Which Sales Presentation Method to UseChapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospect's ObjectionsChapter 12: Closing Begins the RelationshipChapter 13: Service and Follow-Up for Customer RetentionPart IV: Time and Territory Management: Keys to SuccessChapter 14: Time, Territory, and Self-Management: Keys to SuccessAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Selling Globally