Test Bank for ABCs of Relationship Selling through Service 12th Edition by Futrell
Instant download by ABCs of Relationship Selling through Service 12th Edition by Futrell Test Bank after payment.
This is completed downloadable of Test Bank for ABCs of Relationship Selling through Service 12th Edition by Futrell.
Instant download by Test Bank for ABCs of Relationship Selling through Service 12th Edition by Futrell after payment.
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.
Table of Contents
Chapter 1: The Life, Times, and Career of the Professional Salesperson.
Chapter 2: Ethics FirstÂ Then Customer Relationships.
Chapter 3: The Psychology of Selling: Why People Buy.
Chapter 4: Communication for Relationship Building: ItÂs Not All Talk.
Chapter 5: Sales Knowledge: Customers, Products, Technologies.
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 ProspectÂs Objections.
Chapter 12: Closing Begins the Relationship.
Chapter 13: Service and Follow-Up for Customer Retention.
Chapter 14: Time, Territory, and Self-Management: Keys to Success. All Appendices.