Test Bank ABCs of Relationship Selling through Service 11th Edition by Charles M Futrell
$24.99
Test Bank ABCs of Relationship Selling through Service 11th Edition by Charles M Futrell
This is not a textbook. Please review the free sample before purchasing.
Format: Downloadable ZIP Fille
Resource Type: Test Bank (Testbank Files)
Duration: Unlimited downloads
Delivery: Instant Download
Product Description
Test Bank ABCs of Relationship Selling through Service 11th Edition by Charles M Futrell
This textbook is designed to train readers in a step-by-step selling process that is universal in nature, providing a logical sequence from planning and the approach to closing and follow-up for exceptional customer service. It emphasizes understanding the selling process, providing examples of each step, and demonstrating how the steps interact. The book includes updated content on integrating technology and social media in selling and features real-world examples, role plays, and ethical dilemmas to enhance learning.
ISBN-10: 0071289283, ISBN-13: 9780071289283
Charles M. Futrell
Table of Contents
Part 1: Selling as a Profession
1. The Life, Times, and Career of the Professional Salesperson
2. Ethics First… Then Customer Relationships
Part 2: Preparation for Relationship Selling
3. The Psychology of Selling: Why People Buy
4. Communication for Successful Selling: How to Build Relationships
5. Sales Knowledge: Customers, Products, Technologies
Part 3: The Relationship Selling Process
6. Prospecting: The Lifeblood of Selling
7. The Pre-approach: Planning Your Sales Call and Presentation
8. The Approach: Begin Your Presentation Strategically
9. The Presentation: Elements of Effective Persuasion
10. Objections: Address Your Prospect’s Concerns
11. Closing: The Beginning of a New Relationship
12. Follow-up: Maintain and Strengthen the Relationship
Part 4: Keys to a Successful Selling Career
13. Time, Territory, and Self-Management
14. Retail, Business, Services, and Nonprofit Selling
Appendices
Appendix A: Sales Arithmetic and Pricing
Appendix B: Personal Selling Experiential Exercises