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Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading 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 show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Table of Contents
Part 1: Selling as a Profession
Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Relationship Marketing: Where Personal Selling Fits
Chapter 3: Ethics First… Then Customer Relationships
Part 2: Preparation for Relationship Selling
Chapter 4: The Psychology of Selling: Why People Buy
Chapter 5: Communication for Relationship Building: It’s Not All Talk