Futrell, Charles M. <br/><br/>
ABC's of relationship selling :  through service / 
Charles M. Futrell. 
 - 11 ed. 
 - New York :  McGraw Hill,  2011. 
 - 538 p. :  il., grafs., diagrs., fots. byn., dib. byn., etc. 
<br/><br/> Selling as a profession --  the life, times, and career of the professional salesperson --  Ethics first ... then customer relationships --  Preparation for relationship selling --  The psychology of selling: why people buy --  Communication for relationship building: It's not all talk --  Sales knowledge: customers, products, technologies --  The relationship selling process --  Propecting -- the lifeblood of selling --  Planning the sales call is a must! --  Carefully select which sales presentation method to use --  Begin your presentation strategically --  Elements of a great sales presentation --  Welcome your prospect's objections --  Closing begins the relationship --  Service and follow-up for customer retention --  Time and territory management: keys to success --  Time, territory, and self-management: keys to sucess --  Sales call role-plays --  Personal selling experiential exercises --  Selling globally --  Answers to crossword puzzles --  Glossary of selling terms --  Notes --  Photo Credits.  Pte.  1.  Cap.  1.  2.  Pte.  2.  Cap.  3.  4.  5.  Pte.  3.  Cap.  6.  7.  8.  9.  10.  11.  12.  13.  Pte.  4.  Cap.  14.  App.  A.  B.  C.  D. 
<br/><br/><br/>Disponible en la Colección General. 
<br/><br/><label>ISBN: </label>9780073404844  (pasta blanda) 0073404845  (pasta blanda) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Técnicas de Ventas<br/>Relaciones Con Los Clientes<br/>Servicio al Cliente<br/>Selling
<br/><br/><label>Dewey Class. No.: </label>658.812  / F945