Test Bank for ABCs of Relationship Selling Through Service 6th Canadian Edition by Futrell

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Table of Contents Chapter 01 The Life, Times, and Career of the Professional Salesperson Chapter 02 Ethics First… Then Customer Relationships Chapter 03 The Psychology of Selling: Why People Buy Chapter 04 Communication for Successful Selling: How to Build Relationships Chapter 05 Sales Knowledge: Customers, Products, Technologies Chapter 06 Prospecting-the Lifeblood of Selling Chapter 07 The Pre-Approach-Planning Your Sales Call and Presentation Chapter 08 The Approach-Begin Your Presentation Strategically Chapter 09 The Presentation-Elements of Effective Persuasion Chapter 10 Objections-Address Your Prospect's Concerns Chapter 11 Closing-The Beginning of a New Relationship Chapter 12 Follow-up—Maintain and Strengthen the Relationship Chapter 13 Time, Territory, and Self-Management Chapter 14 Retail, Business, Services, and Nonprofit Selling

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