Abcs of relationship selling with act express cd (9th ed )
Auteur : FUTRELL
This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.
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 Relationship Building: It¿s Not All Talk
5: Sales Knowledge: Customers, Products, Technologies
Part 3: The Relationship Selling Process
6: Prospecting: 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 Prospects Objections
12: Closing Begins the Relationship
13: Service and Follow-Up for Customer Retention
Part 4: Careers in Selling
14: Time, Territory, and Self-Management: Keys to Success
Appendix A: Sales Call Role Plays
Appendix B: Personal Selling Experiential Exercises
Appendix C: Selling Globally
Date de parution : 11-2005