Abcs of relationship selling through service 9th edition

When you buy books using these links the Internet Archive may earn a small commission. Open Library is a project of the Internet Archive , a c 3 non-profit. See more about this book on Archive. This edition doesn't have a description yet. Can you add one? Previews available in: English. Add another edition? Copy and paste this code into your Wikipedia page. Need help? ABC's of relationship selling through service Charles Futrell.

Donate this book to the Internet Archive library. If you own this book, you can mail it to our address below. Borrow Listen. Expert industry perspectives, sales success stories, cases, and ethical dilemma exercises are included in each chapter. Role plays. At the end of each chapter, students are presented with a real-life sales problem. They are then asked to assume a particular role and dramatize their solution to the problem. Cases for Analysis. Each chapter ends with brief but substantive cases for student analysis and class discussion.

These cases provide an opportunity for students to apply concepts to real events and to sharpen their diagnostic skills for sales problem solving. Video cases are provided for select cases. Ethics Integration. Students are provided with many opportunities to consider their own sales ethics through the many ethical dilemmas presented throughout the text.

Concise text. Futrell offers readers a concise introduction to professional selling. It includes the most up to date information needed to compete in today's fast paced, competitive, and demanding marketplace.

Social Media coverage. The most up-to-date coverage of the roles of social media and online presence in selling. These topics are integrated throughout the text outlining how they relate to the sales process.

Tools such as LinkedIn, Twitter and Facebook are incorporated into the text discussions. Sales Management coverage. Futrell incorporates sales management content throughout the text rather than in a single-chapter approach. Business-to-business selling and service selling. To reflect the growing emphasis of B2b and service selling in the Canadian selling landscape, the text incorporates discussion and examples of these types of selling throughout.

Negotiation techniques. Futrell includes coverage of negotiation, and specifically how the salesperson should work to overcome objections based on a number of factors.

Connect technology. Connect includes role plays, videos, sales exercises and Interactive Applications for students, as well as teaching resources for instructors, all in one convenient location. Connect is available for students to purchase separately, or available as an option to package with the print text.

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