Wednesday, May 30, 2018

Solutions Manual for ABCs of Relationship Selling Through Service Canadian 6th edition by Futrell and Professor

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Solution Manual for ABCs of Relationship Selling Through Service Canadian 6th edition by Charles M. Futrell and Mark Valvasori Professor
Solution Manual for ABCs of Relationship Selling Through Service Canadian 6th edition by Charles M. Futrell and Mark Valvasori Professor
ABC’s of Relationship Selling through Service explores the basic fundamentals of selling from a Canadian perspective. The text provides students with the foundation for understanding the entire selling process including selling as a profession, preparation for relationship selling, the relationship selling process, and keys to successful selling career. State-of-the-art selling strategies, practices and techniques are presented in a “how-to” fashion. The Sixth Canadian Edition includes up-to-date content on integrating technology and social media in selling, real world examples of sales professionals in Industry Perspectives, sales applications, exercises, role plays, and cases.

Table of content:

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 Preapproach – 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

Product Details:

  • Language: English
  • ISBN-10: 1259030784
  • ISBN-13: 978-1259030789
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