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

Chapter Overview

Sources of Sales Knowledge

Knowledge Builds Relationships

Know Your Customers

Know Your Company

Know Your Product

Know Your Resellers

Advertising Aids Salespeople

Sales Promotion Generates Sales

What's It Worth? Pricing Your Product

Know Your Competition, Industry, and Economy

Personal Computers and Selling

Knowledge of Technology Enhances Sales and Customer Service

Sales: Internet and the World Wide Web

Global Technology Provides Service

Technology Etiquette





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