Test Bank - ABC's of Relationship Selling through Service, 13th Edition By Charles Futrell - Complete, Elaborated and latest Test Bank. All Chapters (1-14) Included - Updated
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Test Bank - ABC's of Relationship Selling through Service, 13th Edition By Charles Futrell - Complete, Elaborated and latest Test Bank. All Chapters (1-14) Included - Updated
Relationship Selling
...
, Professional Sales, Ethical Selling, Customer Relationships, Psychology Of Selling, Communication Skills, Sales Knowledge, Prospecting Strategies, Sales Presentation, Objection Handling, Closing Techniques, Customer Retention, Time Management, Territory Management, Self Management.
Part I: Selling as a Profession
Chapter: 1.The Life, Times and Career of the Professional Salesperson
Chapter: 2.Ethics First…then Customer Relationships
Part II
Chapter: 3.The Psychology of Selling: Why People Buy
Chapter: 4.Communication for Relationship Building: It’s Not All Talk
Chapter: 5.Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process
Chapter: 6.Prospecting: The Lifeblood of Selling
Chapter: 7.Planning the Sales Call: It’s a Must!
Chapter: 8.Carefully Select Which Sales Presentation Method to Use
Chapter: 9.Begin Your Presentation Strategically
Chapter: 10.Elements of a Great Sales Presentation
Chapter: 11.Welcome Your Prospect’s Objections
Chapter: 12.Closing Begins the Relationship
Chapter: 13.Service and Follow-Up for Customer Retention
Part IV: Time, Territory and Self-Management
Chapter: 14.Time, Territory and Self-Management-Keys to Success
Test Bank - Business and Professional Communication, 2nd Edition by Kory Floyd and Peter Cardon - ISBN10: 1260262553 | ISBN13: 9781260262551
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