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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
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Contents:
Chapter 1: The Life, Times and Career of the Professional Salesperson
Chapter 2: Social, Ethical, and Legal Issues in 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
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
Chapter 14: Time and Territory Management: Keys to Success
2002 McGraw-Hill Higher Education
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