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Fundamentals of Selling: Customers ..., Futrell, Charle
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Bevindt zich in: Montgomery Illinois, Verenigde Staten
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eBay-objectnummer:354664942598
Specificaties
- Objectstaat
- Book Title
- Fundamentals of Selling: Customers for Life Through Service
- ISBN
- 0073404691
- EAN
- 9780073404691
- Date of Publication
- 20070131
- Release Title
- Fundamentals of Selling: Customers for Life Through Service
- Artist
- Futrell, Charles
- Brand
- N/A
- Colour
- N/A
Over dit product
Product Identifiers
Publisher
McGraw-Hill Companies, T.H.E.
ISBN-10
0073404691
ISBN-13
9780073404691
eBay Product ID (ePID)
57012895
Product Key Features
Number of Pages
704 Pages
Language
English
Publication Name
Fundamentals of Selling : Customers for Life Through Service
Subject
Sales & Selling / General
Publication Year
2007
Type
Textbook
Subject Area
Business & Economics
Format
Hardcover
Dimensions
Item Height
1.1 in
Item Weight
48.7 Oz
Item Length
10 in
Item Width
8.3 in
Additional Product Features
Edition Number
10
Intended Audience
College Audience
LCCN
2006-030126
Dewey Edition
22
Illustrated
Yes
Dewey Decimal
658.85
Table Of Content
Futrell, Fundamentals of Selling, 10e PART ISELLING AS A PROFESSION 1 The Life, Times, and Career of the Professional Salesperson 2 Relationship Marketing: Where Personal Selling Fits 3 Ethics First . . . Then Customer Relationships PART IIPREPARATION FOR RELATIONSHIP SELLING 4 The Psychology of Selling: Why People Buy 5 Communication for Relationship Building: It's Not All Talk 6 Sales Knowledge: Customers, Products, Technologies PART III THE RELATIONSHIP SELLING PROCESS7 Prospecting-the Lifeblood of Selling 8 Planning the Sales Call Is a Must! 9 Carefully Select Which Sales Presentation Method to Use 10 Begin Your Presentation Strategically 11 Elements of a Great Sales Presentation 12 Welcome Your Prospect's Objections 13 Closing Begins the Relationship 14 Service and Follow-Up for Customer Retention PART IVManaging Yourself, Your Career, and Others 15 Time, Territory, and Self-Management: Keys to Success 16 Planning, Staffing, and Training Successful Salespeople 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 APPENDIX E: Answers to Crossword Puzzles Glossary of Selling Terms
Synopsis
"Fundamentals of Selling" draws 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 Selling" teaches sales the way a mentor would: with a strong, practical focus that puts the customer first., Fundamentals of Selling draws 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 Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first..
LC Classification Number
HF5438.25.F87 2008
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