ABC's of Relationship Selling through Service Information Center: Table of Contents


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	Student Edition
	Instructor Edition

ABC's of Relationship Selling through Service, 3/e

Charles M. Futrell, Texas A&M University
Mark Valvasori, Mohawk College

In addition to the brief table of contents that follows, the book's full table of contents is available in Acrobat PDF format (requiring the free Acrobat Reader application).

Full Table of Contents (192.0K)

Part One
SELLING AS A PROFESSION
	1. The Life, Times, and Career of the Professional Salesperson
	2. Social, Ethical, and Legal Issues Awareness

Part Two
PREPARATION FOR RELATIONSHIP SELLING
	3. The Psychology of Selling: Why People Buy, What People Buy
	4. Communication for Successful Selling: How to Build Relationships
	5. Sales Knowledge: Customers, Products, Technologies

Part Three
THE RELATIONSHIP SELLING PROCESS
	6. Prospecting—The Lifeblood of Selling
	7. The Preapproach—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 Four
KEYS TO A SUCCESSFUL SELLING CAREER
	13. Time, Territory, and Self-Management
	14. Retail, Business, Services, and Nonprofit Selling

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