ABC's of Relationship Selling through Service Information Center: Table of Contents


		Sample Chapter Table of Contents About the Author Book Preface Feature Summary Revision Changes Supplements PageOut



	Student Edition
	Instructor Edition

ABC's of Relationship Selling through Service, 9/e

Charles M. Futrell, Texas A&M University

ISBN: 007310132x
Copyright year: 2007

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 Prospect's Objections
Chapter 12: Closing Begins the Relationship
Chapter 13: Service and Follow-Up for Customer Retention

Part IV: Careers in Selling

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

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