Test Bank for ABC’s of Relationship Selling through Service 13th Edition Futrell ISBN: 9781260169829

Description

Test Bank for ABC’s of Relationship Selling through Service 13th Edition Futrell ISBN: 9781260169829

Test Bank for ABC’s of Relationship Selling through Service, 13th Edition, Charles Futrell, Raj Agnihotri, ISBN10: 1260169820, ISBN13: 9781260169829

Table of Contents

Part I: Selling as a Profession
1.The Life, Times and Career of the Professional Salesperson
2.Ethics First…then Customer Relationships

Part II
3.The Psychology of Selling: Why People Buy
4.Communication for Relationship Building: It’s Not All Talk
5.Sales Knowledge: Customers, Products, Technologies

Part III: The Relationship Selling Process
6.Prospecting: The Lifeblood of Selling
7.Planning the Sales Call: It’s a Must!
8.Carefully Select Which Sales Presentation Method to Use
9.Begin Your Presentation Strategically
10.Elements of a Great Sales Presentation
11.Welcome Your Prospect’s Objections
12.Closing Begins the Relationship
13.Service and Follow-Up for Customer Retention

Part IV: Time, Territory and Self-Management
14.Time, Territory and Self-Management-Keys to Success