000			03054cam a22003374i 4500
999			_c3053 _d3053
001			13742801
005			20210328113347.0
008			041006s2006 maua b 001 0 eng d
020			_a0072962100 (alk. paper)
020			_a0072962151 (CDROM)
040			_aDLC _cDLC _dFUE _erda
082	0	0	_a658.85 _222 _bF.C.F
100	1		_aFutrell, Charles. _912273 _eauthor
245	1	0	_aFundamentals of selling : _bcustomers for life through service / _cCharles M. Futrell.
250			_aNinth edition
264		1	_aBoston, Mass. : _bMcGraw-Hill/Irwin, _c2006.
300			_axxv, 658 pages : _billustrations ; _c26 cm + _e1 CD-ROM (4 3/4 in.)
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
440		0	_aMcGraw-Hill/Irwin series in marketing _912274
504			_aIncludes bibliographical references (p. 639-643) and index.
505	0		_aPart 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.
520			_aFUNDAMENTALS 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.
538			_aSystem requirements for accompanying CD-ROM: 133MHz IBM-compatible PC; Windows 98/Me/NT4/2000/XP.
650		0	_aSelling. _912275
906			_a7 _bcbc _corignew _d1 _eocip _f20 _gy-gencatlg
942			_2ddc _cBK