Fundamentals of selling: customers for life. / Charles M. Futrell
Material type: TextPublisher: Boston: McGraw Hill, c2002Edition: 7th edDescription: xxiii,579 p.: ill; 25cmISBN: 0072398868Subject(s): SellingLOC classification: HF5438.25.F871Item 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.F87 (Browse shelf) | 1 | Available | 2425/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.F871 (Browse shelf) | 2 | Available | 2426/12 | |
Books | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY General Stacks | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | HF5438.25.F872 (Browse shelf) | 3 | Available | 2427/12 |
Includes index
Contents: Selling as a profession -- The Life, times and career of the professional salesperson -- Relationship marketing: where personal selling fits -- Social, ethical, ans legal issues in selling -- 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 -- 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 great sales presentation -- Welcome your prospects objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Managing yourself, your career, and other -- Time, territory, and self-management: key to success -- Planning, staffing, and training successful salepeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Appendix A: Sales call role-plays -- Appendix B: Personal selling selling experiential exercises -- Appendix C: Sales technology directory and www.exercises -- Appendix D: Comprehensive sales cases.
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