Test Bank for ABCs of Relationship Selling through Service 12th Edition by Futrell
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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.