ABCs of Relationship Selling

by Futrell

"ABC's of Relationship Selling through Service, 11e" trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and, how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

512 pages, Paperback

First published August 1, 2000