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Test Bank for ABCs of Relationship Selling Through Service 7th CANADIAN Edition By Futrell

The Test Bank for ABCs of Relationship Selling Through Service 7th CANADIAN Edition By Futrell will help you get ready for your upcoming exam. Download the free sample and see how we can help you get the grades you deserve!
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Table Of Contents
Table of ContentsPART 1 Selling as a Profession 1. The Life, Times, and Career of the Professional Salesperson 2. Ethics First . . . Then Customer Relationships PART 2 Preparation for Relationship Selling 3. The Psychology of Selling: Why People Buy 4. Communication for Successful Selling: How to Build Relationships 5. Sales Knowledge: Customers, Products, Technologies PART 3 The Relationship Selling Process 6. Prospecting - The Lifeblood of Selling 7. The Pre-approach - Planning Your Sales Call and Presentation 8. The Approach - Begin Your Presentation Strategically 9. The Presentation - Elements of Effective Persuasion 10. Objections - Address Your Prospect’s Concerns 11. Closing - The Beginning of a New Relationship 12. Follow-up - Maintain and Strengthen the Relationship PART 4 Keys to a Successful Selling Career 13. Time, Territory, and Self-Management 14. Retail, Business, Services, and Nonprofit Selling