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

By: Futrell, Charles.
Series: McGraw-Hill/Irwin series in marketing. Publisher: Boston, Mass. : McGraw-Hill / Irwin, c2006Description: xxv, 658 p. : ill. ; 26 cm. + 1 CD-ROM (4 3/4 in.).ISBN: 0071115889; 0072962151 (CD-ROM).Subject(s): SellingDDC classification: 658.85
Contents:
Part 1 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 objection - 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.
Item type Current location Call number Copy number Status Notes Date due Barcode
Accompanying Material (Media Resource) Taylor's Library-TU
658.85 FUT (Browse shelf) 1 Available SCAFS,70003,03,GR 1000807230

Part 1 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 objection - 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.

Accompanied by CD-ROM : Act! Express (4 3/4 in.) ISBN 0072962151