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ABCs of Relationship Selling, by Charles Futrell
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ABC’s of Relationship Selling, 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.
- Sales Rank: #946061 in Books
- Published on: 2008-01-07
- Original language: English
- Number of items: 1
- Dimensions: 9.90" h x .80" w x 8.00" l,
- Binding: Paperback
- 560 pages
Most helpful customer reviews
0 of 0 people found the following review helpful.
Sold then repurchased
By Jeremy
Text books are often useless after completing a class. It's not that they lack information, it's just that we don't look in them. This book is an exception to the rule. I happened to find myself in a position of B2B sales and as a result was relying on what I learned in the class. As it turns out I could not remember everything clearly, so I bought the book that I sold over a year ago. This book has been extremely helpful when reviewing steps to a successful sale and overcoming objections.
Fundamentally this book covers everything you need to know and more. The best part is that the information is easy to process. The book can be dry at times, but if you casually read the book and do a few activities here and there you will be able to pick up the concepts easily. If only using the book for review, then finding the key info is also a cinch.
0 of 0 people found the following review helpful.
ABC's of Relationship Selling is a great college text that is well written and informative
By rlm50
ABC's of Relationship Selling is a great college text that is well written and informative. It teaches you the best tactics and procedures to find and keep customers for a every long time. It also, gives you a lot of insight on how to build that long term business relationship from the contact. Perceptions are everything in the business world today.
0 of 0 people found the following review helpful.
well written
By CGH Prospecting
Actually one of the best text books I have used. There is a definite christian bias to some of the lessons and the authors views and some things I don't necessarily agree with but after 20 years in the field of sales that's just gonna happen. I still have learned a great deal. Be prepared though, it your instructor uses the tests provided by the publisher there are some pretty nasty trick questions. be sure to read them all very well before answering.
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