Test Bank ABCs of Relationship Selling Through Service 7th Canadian Edition by Charles M. Futrell
$24.99
Test Bank ABCs of Relationship Selling Through Service 7th Canadian Edition by Charles M. Futrell
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Resource Type: Test Bank (Testbank Files)
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Product Description
Test Bank ABCs of Relationship Selling Through Service 7th Canadian Edition by Charles M. Futrell
This textbook offers a foundational understanding of relationship selling from a Canadian perspective, emphasizing the entire sales process from ethics to customer relationship management. The 7th Canadian edition includes updates on integrating technology and social media in sales, with practical applications, role plays, and real-world examples.
ISBN-10: 1259270793, ISBN-13: 9781259270796
Charles M. Futrell, Raj Agnihotri, Mike Krush, Nicole Rourke
Table of Contents:
Part 1: Selling as a Profession
Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Ethics First . . . Then Customer Relationships
Part 2: Preparation for Relationship Selling
Chapter 3: The Psychology of Selling: Why People Buy
Chapter 4: Communication for Successful Selling: How to Build Relationships
Chapter 5: Sales Knowledge: Customers, Products, Technologies
Part 3: The Relationship Selling Process
Chapter 6: Prospecting-The Lifeblood of Selling
Chapter 7: The Pre-approach-Planning Your Sales Call and Presentation
Chapter 8: The Approach-Begin Your Presentation Strategically
Chapter 9: The Presentation-Elements of Effective Persuasion
Chapter 10: Objections-Address Your Prospect’s Concerns
Chapter 11: Closing-The Beginning of a New Relationship
Chapter 12: Follow-up-Maintain and Strengthen the Relationship
Part 4: Keys to a Successful Selling Career
Chapter 13: Time, Territory, and Self-Management
Chapter 14: Retail, Business, Services, and Nonprofit Selling
Appendix A: Sales Arithmetic and Pricing
Appendix B: Personal Selling Experiential Exercises