TY  - BOOK
AU  - Futrell, Charles M.
TI  - Fundamentals of selling : customers for life through service.
SN  - 0072962100 9780072962109 
AV  - HF5438.25.F95 
PY  - 2006///
CY  - Boston, Mass. : 
PB  -  McGraw-Hill/Irwin
KW  - Selling.
N1  - 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
ER  -