CART

(0) items

Fundamentals of Selling Customers for Life through Service,9780077861018
This item qualifies for
FREE SHIPPING!

FREE SHIPPING OVER $59!

Your order must be $59 or more, you must select US Postal Service Shipping as your shipping preference, and the "Group my items into as few shipments as possible" option when you place your order.

Bulk sales, PO's, Marketplace Items, eBooks, Apparel, and DVDs not included.

Fundamentals of Selling Customers for Life through Service

by
Edition:
13th
ISBN13:

9780077861018

ISBN10:
0077861019
Format:
Hardcover
Pub. Date:
3/5/2013
Publisher(s):
McGraw-Hill/Irwin
Includes 2-weeks free access to
step-by-step solutions for this book.
Step-by-Step solutions are actual worked out problems to the questions at the end of each chapter that help you understand your homework and study for your exams. Chegg and eCampus are providing you two weeks absolutely free. 81% of students said using Step-by-Step solutions prepared them for their exams.
List Price: $259.88

Rent Textbook

(Recommended)
 
Term
Due
Price
$64.97

Buy Used Textbook

In Stock Usually Ships Within 24 Hours.
U9780077861018
$181.92

Buy New Textbook

Usually Ships in 3-4 Business Days
N9780077861018
$253.38

eTextbook


 
Duration
Price
$194.04
More New and Used
from Private Sellers
Starting at $57.14
See Prices

Questions About This Book?

Why should I rent this book?
Renting is easy, fast, and cheap! Renting from eCampus.com can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.
How do rental returns work?
Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!
What version or edition is this?
This is the 13th edition with a publication date of 3/5/2013.
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 CDs, lab manuals, study guides, etc.
  • The Used copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included.
  • The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.

Related Products


  • Fundamentals of Selling
    Fundamentals of Selling
  • Fundamentals of Selling
    Fundamentals of Selling
  • Fundamentals of Selling : Customers for Life Through Service
    Fundamentals of Selling : Customers for Life Through Service




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



Please wait while the item is added to your cart...