ABC's of relationship selling through service
By: Charles M. Futrell, Mark Valvasori
Contributors: Valvasori, Mark
Edition: 4th Canadian ed.
Publisher: McGraw-Hill Ryerson
Published: 2009
Place of publication: Toronto
Language: eng
Number of pages: 443
ISBN-13: 9780070984936
Subjects: Textbooks; Manuels d'enseignement superieur; Selling; Vente
Notes: Early previous Canadian eds. published under title: ABC's of relationship selling.

Includes bibliographical references and index.
Table of contents: title: The life, times and career of the professional salesperson; title: Ethics first ... then customer relationships; title: The psychology of selling: why people buy; title: Communication for successful selling: how to build relationships; title: Sales knowledge: customers, products, technologies; title: Prospecting; title: The lifeblood of selling; title: The pre-approach; title: planning your sales call and presentation; title: The approach; title: begin your presentation strategically; title: The presentation; title: elements of effective persuasion; title: Objections; title: address your prospect's concerns; title: Closing; title: the beginning of a new relationship; title: Follow-up; title: maintain and strengthen the relationship; title: Time, territory, and self-management; title: Retail, business, services and nonprofit selling.