9780073404691

Fundamentals of Selling : Customers for Life Through Service

by
  • ISBN13:

    9780073404691

  • ISBN10:

    0073404691

  • Edition: 10th
  • Format: Hardcover
  • Copyright: 1/31/2007
  • Publisher: McGraw-Hill/Irwin
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List Price: $242.33

Summary

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

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