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Fundamentals of selling : customers for life through service. / Charles M. Futrell

By: Futrell, Charles MMaterial type: TextTextPublisher: Boston, Mass. : McGraw-Hill/Irwin, 2006Description: xxv, 658 p. : ill. ; 26 cmISBN: 0072962100 9780072962109 Subject(s): SellingLOC classification: HF5438.25.F95
Contents:
Contenets: Selling as a profession: The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowlege : customers, products, technologies -- Relationship selling process -- 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 -- Appendix A: Sales call role- plays -- Appendix B: Personal selling experiential -- Appendix C: Comprehensive sales cases -- Appendix D: Selling globally -- Appendix E: Answers to crossword puzzles -- Glossary of selling terms.
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Item type Current location Home library Call number Copy number Status Date due Barcode
Books Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY
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Books Books WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY
General Stacks 		WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY
HF5438.25.F951 (Browse shelf) 2 Available 2434/12

Includes index.

Contenets: Selling as a profession: The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowlege : customers, products, technologies -- Relationship selling process -- 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 -- Appendix A: Sales call role- plays -- Appendix B: Personal selling experiential -- Appendix C: Comprehensive sales cases -- Appendix D: Selling globally -- Appendix E: Answers to crossword puzzles -- Glossary of selling terms.

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