ABC's of Relationship Selling Through Service
- ISBN-10
- 007095187X
- ISBN-13
- 9780070951877
- Series
- ABC's of Relationship Selling Through Service
- Category
- Selling
- Pages
- 448
- Language
- English
- Published
- 2006
- Publisher
- Whitby, Ont. : McGraw-Hill Ryerson
- Authors
- Charles Futrell, Mark Valvasori
Description
The Third Canadian Edition ofABC's of Relationship Sellingexplores professional selling from a Canadian perspective. As the title of the book suggests, the text is centred around a philosophy about selling: that success requires mastery of selling basics, including selecting presentation styles, and effective closing techniques. In addition, other key topics such as ethics and territory management are explored.Although Futrell has traditionally been seen as the "relationship" book, and Manning has been called the "strategy" book, this division is no longer as cut and dry. In the current edition, Manning has moved more toward a relationship-based approach, moving to include a sales management chapter at the end of their text (including Intro Selling, Professional Selling, and Negotiations). Manning users cite the consultative model process used throughout as one of its key strengths on the strategy side.Through extensive reviewing, four key elements have been identified as the most difficult for students to learn and instructors to teach. It is these four key elements which directed the revision of this edition:Beginning the Sale, Closing the Sale, Handling Objections,andEthics/Integrity-based selling.
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