TY  - BOOK
AU  - Futrell,Charles
TI  - Fundamentals of selling: customers for life through service 
SN  - 0071115889
U1  - 658.85 
PY  - 2006///
CY  - Boston, Mass.
PB  - McGraw-Hill / Irwin
KW  - Selling
N1  - 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
ER  -