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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Sales Knowledge: Customers, Products, Technologies

Chapter Objectives

Successful salespeople are knowledgeable individuals. Many salespeople are experts in their field. After studying this chapter, you should be able to:

Explain why it is so important to be knowledgeable.

Discuss the major body of knowledge needed for increased sales success.

Illustrate how to use this knowledge during the sales presentation.

Explain the main technologies used by salespeople.





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