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Complete downloadable Solutions Manual for ABCs of Relationship Selling through Service 12th Edition by Futrell. INSTRUCTOR RESOURCE INFORMATION
TITLE: ABC’s of Relationship Selling through Service
RESOURCE:Solutions Manual
EDITION: 12th Edition
AUTHOR: Futrell
PUBLISHER: McGraw Hill Higher Education
Table of content
Chapter 1: The Life, Times, and Career of the Professional Salesperson.
Chapter 2: Ethics First
Then Customer Relationships.
Chapter 3: The Psychology of Selling: Why People Buy.
Chapter 4: Communication for Relationship Building: Its Not All Talk.
Chapter 5: Sales Knowledge: Customers, Products, Technologies.
Chapter 6: Prospecting: The Lifeblood of Selling.
Chapter 7: Planning the Sales Call Is a Must!.
Chapter 8: Carefully Select Which Sales Presentation Method to Use.
Chapter 9: Begin Your Presentation Strategically.
Chapter 10: Elements of a Great Sales Presentation.
Chapter 11: Welcome Your Prospects Objections.
Chapter 12: Closing Begins the Relationship.
Chapter 13: Service and Follow-Up for Customer Retention.
Chapter 14: Time, Territory, and Self-Management: Keys to Success. All Appendices.
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