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Fundamentals of Selling,9780073381121
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Fundamentals of Selling

by
Edition:
11th
ISBN13:

9780073381121

ISBN10:
0073381128
Format:
Hardcover
Pub. Date:
10/22/2008
Publisher(s):
MCGRAW
List Price: $242.33

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Summary

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.

Author Biography

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
Selling Globally
Answers to Crossword Puzzles
Glossary of Selling Terms
Notes
Table of Contents provided by Publisher. All Rights Reserved.


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