Fundamentals of selling : customers for life through service / Charles M. Futrell.
By: Futrell, CharlesMaterial type: TextLanguage: 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
|Item type||Current location||Collection||Call number||Status||Date due||Barcode||Item holds|
|E-Book||EWU Library E-book||Non-fiction||658.15 ROS 2011 (Browse shelf)||Not for loan|
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|658.15 ROE 2017 Essentials of corporate finance /||658.15 ROF 2003. Fundamentals of corporate finance /||658.15 ROR 2013 Fundamentals of corporate finance /||658.15 ROS 2011 Fundamentals of selling :||658.1511 DRM 2012 Management and cost accounting /||658.1511 GAM 2008 Managerial accounting||658.1511 GAM 2010 Managerial accounting /|
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.