Abcs of relationship selling with act express cd (9th ed )

ABC¿s of Relationship Selling, 9/e by Futrell is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author¿s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.

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.

Part 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 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