| 000 | 03551cam a2200385 i 4500 | ||
|---|---|---|---|
| 001 | 17605945 | ||
| 003 | OSt | ||
| 005 | 20230426121404.0 | ||
| 008 | 130129s2014 nyua b 001 0 eng | ||
| 010 | _a 2012051445 | ||
| 020 | _a9780077861018 (hardback : alk. paper) | ||
| 020 | _a0077861019 (alk. paper) | ||
| 040 |
_aDLC _beng _cLC _erda _dDLC |
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| 042 | _apcc | ||
| 050 | 0 | 0 | _aHF5438.25.F87 |
| 082 | 0 | 0 |
_a658.85 _223 |
| 100 | 1 |
_aFutrell, Charles. _91299 |
|
| 245 | 1 | 0 |
_aFundamentals of selling: customers for life through service. / _cCharles M. Futrell, Texas A & M University. |
| 250 | _a13th ed. | ||
| 264 | 1 |
_aNew York, NY: _bMcGraw-Hill/Irwin, _c2014. |
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| 300 |
_axxxvi, 630 p. : _billustrations ; _c27 cm |
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| 336 |
_atext _2rdacontent |
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| 337 |
_aunmediated _2rdamedia |
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| 338 |
_avolume _2rdacarrier |
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| 504 | _aIncludes bibliographical references (pages 603-607) and index. | ||
| 505 | 8 | _aContents: Selling as a Profession: The Life, Times, and career of the professional salesperson -- Relationship marketing: where personal selling fits -- Ethics first ... Then customer relationships -- 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: 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 -- 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 |
_a"Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first"-- _cProvided by publisher. |
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| 520 | _a"Welcome to the Thirteenth Edition of Fundamentals of Selling A megatrend in today's business world involves going to extreme efforts to meet consumer needs. Organizations cannot afford to lose customers. It is always easier to sell to a satisfied customer than an unsatisfied one. The cost of acquiring a new customer is higher than keeping a present customer. "-- Provided by publisher. | ||
| 650 | 0 |
_aSelling. _91291 |
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| 856 | 4 | 2 |
_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy1307/2012051445-d.html |
| 856 | 4 | 1 |
_3Table of contents only _uhttp://www.loc.gov/catdir/enhancements/fy1307/2012051445-t.html |
| 906 |
_a7 _bcbc _corignew _d1 _eecip _f20 _gy-gencatlg |
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| 942 |
_2lcc _cBK |
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| 999 |
_c9541 _d17041 |
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