Fundamentals of selling : customers for life through service / Charles M. Futrell.

By: Futrell, Charles
Material type: TextTextLanguage: English Publisher: New York : McGraw-Hill Irwin, 2011Edition: 12th edDescription: xxxiv, 652 p. : ill. (some col.) ; 26 cmISBN: 9780073529998 (alk. paper); 0073529990 (alk. paper)Subject(s): SellingDDC classification: 658.15 LOC classification: HF5438.25 | .F87 2011Online resources: WorldCat details | Ebook Fulltext
Contents:
Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics First...Then Customer Relationships Part II: Preparation for Relationship Selling 4: The Psychology of Selling: Why People Buy 5: Communication for Relationship Building: It's Not All Talk 6: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 7: Prospecting-The Lifeblood of Selling 8: Planning the Sales Call Is a Must 9: Carefully Select Which Sales Presentation Method to Use 10: Begin Your Presentation Strategically 11: Elements of a Great Sales Presentation 12: Welcome Your Prospect's Objections 13: Closing Begins the Relationship 14: Service and Follow-Up for Customer Retention Part IV: Managing Yourself, Your Career, and Others 15: Time, Territory, and Self-Management: Keys to Success 16: Planning, Staffing, and Training Successful Salespeople 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Comprehensive Sales Cases Appendix D: Selling Globally Appendix E: Answers to Crossword Puzzles Glossary Notes Photo Credits Index Table of contents
Summary: Trains readers on a step-by-step selling process that is universal in nature. This title demonstrates to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another.
Tags from this library: No tags from this library for this title. Log in to add tags.
    Average rating: 0.0 (0 votes)
Item type Current location Collection Call number Status Date due Barcode Item holds
E-Book E-Book EWU Library
E-book
Non-fiction 658.15 ROS 2011 (Browse shelf) Not for loan
Total holds: 0

Includes bibliographical references and index.

Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics First...Then Customer Relationships Part II: Preparation for Relationship Selling 4: The Psychology of Selling: Why People Buy 5: Communication for Relationship Building: It's Not All Talk 6: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 7: Prospecting-The Lifeblood of Selling 8: Planning the Sales Call Is a Must 9: Carefully Select Which Sales Presentation Method to Use 10: Begin Your Presentation Strategically 11: Elements of a Great Sales Presentation 12: Welcome Your Prospect's Objections 13: Closing Begins the Relationship 14: Service and Follow-Up for Customer Retention Part IV: Managing Yourself, Your Career, and Others 15: Time, Territory, and Self-Management: Keys to Success 16: Planning, Staffing, and Training Successful Salespeople 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Comprehensive Sales Cases Appendix D: Selling Globally Appendix E: Answers to Crossword Puzzles Glossary Notes Photo Credits Index Table of contents

Trains readers on a step-by-step selling process that is universal in nature. This title demonstrates to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another.

Business Administration

There are no comments for this item.

to post a comment.

Library Home | Contacts | E-journals
Copyright @ 2011-2019 EWU Library
East West University