9780077861018

Fundamentals of Selling Customers for Life through Service

by
  • ISBN13:

    9780077861018

  • ISBN10:

    0077861019

  • Edition: 13th
  • Format: Hardcover
  • Copyright: 3/5/2013
  • Publisher: McGraw-Hill Education

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Supplemental Materials

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any access cards, study guides, lab manuals, CDs, etc.
  • The Used, Rental and eBook copies of this book are not guaranteed to include any supplemental materials. Typically, only the book itself is included. This is true even if the title states it includes any access cards, study guides, lab manuals, CDs, etc.

Summary

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

Chapter 6: Sales Knowledge: Customers, Products, Technologies

Part 3: The Relationship Selling Process

Chapter 7: Prospecting – The Lifeblood of Selling

Chapter 8: Planning the Sales Call Is a Must

Chapter 9: Carefully Select Which Sales Presentation Method to Use

Chapter 10: Begin Your Presentation Strategically

Chapter 11: Elements of a Great Sales Presentation

Chapter 12: Welcome Your Prospect’s Objections

Chapter 13: Closing Begins the Relationship

Chapter 14: Service and Follow-Up for Customer Retention

Part 4: Managing Yourself, Your Career, and Others

Chapter 15: Time, Territory, and Self-Management: Keys to Success

Chapter 16: Planning, Staffing, and Training Successful Salespeople

Chapter 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople

Appendix A: Sales Call Role-Plays

Appendix B: Personal Selling Experiential Exercises

Appendix C: Comprehensive Sales Cases

Appendix D: Selling Globally

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