Fundamentals of selling : customers for life. / Charles M. Futrell
Material type: TextPublisher: Boston : Irwin/McGraw-Hill, 1999Description: xxiii, 584 p. : ill. (some col.) ; 26cmISBN: 025625981X 9780256259810 Subject(s): SellingLOC classification: HF5438.25.F98Item type | Current location | Home library | Call number | Copy number | Status | Date due | Barcode |
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Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.F98 (Browse shelf) | 1 | Available | 2403/12 |
Includes index.
Contents: Selling as a profession : The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Social, ethical , and legal issues in selling -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowledge : customers , products, technologies -- The Relationship selling process : Find your prospect, then plan your sales call -- Select your presentation method, then open it strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow - up for customer retention -- Careers in selling : Retail selling : challenging and rewarding -- Organizational selling : business, services and nonprofit -- Managing yourself, your career, and others: Time, territory, and self - management : keys to success -- Planning, organizing and staffing successful salespeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Sales world wide web directory -- Notes -- Glossary of selling terms.
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