Test Bank for Fundamentals of Selling Customers for Life through Service 13th Edition by Charles Futrell

Test Bank for Fundamentals of Selling Customers for Life through Service 13th Edition by Charles Futrell

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DescriptionTest Bank for Fundamentals of Selling Customers for Life through Service 13th Edition by Charles Futrell Table of Contents Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Relationship Marketing: Where Personal Selling Fits Chapter 3: Ethics Firstâ€?Then Customer Relationships Chapter 4: The Psychology of Selling: Why People Buy Chapter 5: Communication for Relationship Building: It’s Not All Talk Chapter 6: Sales Knowledge: Customers, Products, Technologies Chapter 7: Prospecting â€?The Lifeblood of Selling Chapter 8: Planning the Sales Call Is a Must Chapter 9: Carefully Select Which Sales Presentation Method to Use Chapter 10: Begin Your Presentation Strategically Chapter 11: Elements of a Great Sales Presentation Chapter 12: Welcome Your Prospect’s Objections Chapter 13: Closing Begins the Relationship Chapter 14: Service and Follow-Up for Customer Retention Chapter 15: Time, Territory, and Self-Management: Keys to Success Chapter 16: Planning, Staffing, and Training Successful Salespeople Chapter 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople