TY  - BOOK
AU  - Futrell,Charles M.
TI  - ABC's of relationship selling: through service 
SN  - 9780073404844
U1  - 658.812 21 ed.
PY  - 2011///
CY  - New York
PB  - McGraw Hill
KW  - Técnicas de Ventas
KW  - Relaciones Con Los Clientes
KW  - Servicio al Cliente
KW  - Selling
N1  - Pte; 1; Selling as a profession --; Cap; 1; the life, times, and career of the professional salesperson --; 2; Ethics first ... then customer relationships --; Pte; 2; Preparation for relationship selling --; Cap; 3; The psychology of selling: why people buy --; 4; Communication for relationship building: It's not all talk --; 5; Sales knowledge: customers, products, technologies --; Pte; 3; The relationship selling process --; Cap; 6; Propecting -- the lifeblood of selling --; 7; Planning the sales call is 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 --; Pte; 4; Time and territory management: keys to success --; Cap; 14; Time, territory, and self-management: keys to sucess --; App; A; Sales call role-plays --; B; Personal selling experiential exercises --; C; Selling globally --; D; Answers to crossword puzzles --; Glossary of selling terms --; Notes --; Photo Credits
UR  - http://Futrell-www.tamu.edu
ER  -