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Publication Date: 0015
Publisher: McGraw-Hill Companies, The
Part I: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Ethics First...Then Customer Relationships Part II: Preparation For Relationship Selling Chapter 3: The Psychology of Selling: Why People Buy Chapter 4: Communication for Relationship Building: It's Not All Talk Chapter 5: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 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 Prospects Objections Chapter 12: Closing Begins the Relationship Chapter 13: Service and Follow-Up for Customer Retention Part IV: Time and Territory Management: Key to Success Chapter 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 Appendix D: Answers to Crossword Puzzles Glossary of Selling Terms Notes Photo Credits and AcknowledgmentsFutrell, Charles is the author of 'ABC's Of Relationship Selling Through Service ', published 0015 under ISBN 9780073101323 and ISBN 007310132X.