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Fundamentals of Sellingby Futrell, Charles
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This is the 11th edition with a publication date of 10/22/2008.
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Fundamentals of Selling trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. This market leading text has scores of sales personnel in the industry today commenting on how this textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 11th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Charles M. Futrell is a Professor of Marketing in the Mays Business School at Texas AM University in College Station.
Table of Contents
|Selling as A Profession|
|The Life, Times, and Career of the Professional Salesperson|
|Relationship Marketing: Where Personal Selling Fits|
|Ethics First . . . Then Customer Relationships|
|Preparation For Relationship Selling|
|The Psychology of Selling: Why People Buy|
|Communication for Relationship Building: It's Not All Talk|
|Sales Knowledge: Customers, Products, Technologies|
|The Relationship Selling Process|
|Prospecting-the Lifeblood of Selling|
|Planning the Sales Call Is a Must!|
|Carefully Select Which Sales Presentation Method to Use|
|Begin Your Presentation Strategically|
|Elements of a Great Sales Presentation|
|Welcome Your Prospect's Objections|
|Closing Begins the Relationship|
|Service and Follow-Up for Customer Retention|
|Managing Yourself, Your Career, and Others|
|Time, Territory, and Self-Management: Keys to Success|
|Planning, Staffing, and Training Successful Salespeople|
|Motivation, Compensation, Leadership, and Evaluation of Salespeople|
|Sales Call Role-Plays|
|Personal Selling Experiential Exercises|
|Comprehensive Sales Cases|
|Answers to Crossword Puzzles|
|Glossary of Selling Terms|
|Table of Contents provided by Publisher. All Rights Reserved.|