Fundamentals of selling : customers for life through service /
Futrell, Charles.
Fundamentals of selling : customers for life through service / Charles M. Futrell. - Ninth edition - xxv, 658 pages : illustrations ; 26 cm + 1 CD-ROM (4 3/4 in.) - McGraw-Hill/Irwin series in marketing .
Includes bibliographical references (p. 639-643) and index.
Part I : Selling as a profession --
The life, times, and career of the professional salesperson --
Relationship marketing : where personal selling fits --
Ethics first : then customer relationships --
Part II : 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 --
Part III : 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 --
Part IV : 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.
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.
System requirements for accompanying CD-ROM: 133MHz IBM-compatible PC; Windows 98/Me/NT4/2000/XP.
0072962100 (alk. paper) 0072962151 (CDROM)
Selling.
658.85 / F.C.F
Fundamentals of selling : customers for life through service / Charles M. Futrell. - Ninth edition - xxv, 658 pages : illustrations ; 26 cm + 1 CD-ROM (4 3/4 in.) - McGraw-Hill/Irwin series in marketing .
Includes bibliographical references (p. 639-643) and index.
Part I : Selling as a profession --
The life, times, and career of the professional salesperson --
Relationship marketing : where personal selling fits --
Ethics first : then customer relationships --
Part II : 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 --
Part III : 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 --
Part IV : 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.
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.
System requirements for accompanying CD-ROM: 133MHz IBM-compatible PC; Windows 98/Me/NT4/2000/XP.
0072962100 (alk. paper) 0072962151 (CDROM)
Selling.
658.85 / F.C.F