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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
The Life, Times and Career of the Professional Salesperson

Learning Objectives

This chapter introduces you to the professional and rewarding career of selling. After studying this chapter, you should be able to:

Define and explain the term selling.

Explain why everyone sells, even you.

Discuss the reasons people might choose a sales career.

Enumerate some of the various types of sales jobs.

Describe the job activities of salespeople.

Define the characteristics that salespeople profiled in this book believe are needed for success in building relationships with customers.

List and explain the 10 steps in the sales process.





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