Test Bank for ABC’s of Relationship Selling through Service 13th Edition, Charles Futrell, Raj Agnihotri, Mike Krush
$35.00
Test Bank for ABC’s of Relationship Selling through Service 13th Edition, Charles Futrell, Raj Agnihotri, Mike Krush
Test Bank for ABC’s of Relationship Selling through Service 13th Edition, Charles Futrell, Raj Agnihotri, Mike Krush
Table Of Content
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
Appendix A: Personal Selling Experiential Exercises
Glossary of Selling Terms
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