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What version or edition is this?
This is the 10th edition with a publication date of 1/31/2007.
What is included with this book?
- The Used copy of this book is not guaranteed to inclue any supplemental materials. Typically, only the book itself is included.
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Fundamentals of Sellingdraws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of Fundamentals of Sellingteaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Table of Contents
|Futrell, Fundamentals of Selling, 10e|
|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.|