Fundamentals of Selling

Name: Fundamentals of Selling
Price: 35.73 USD
Availability: InStock
ISBN: 9780073381121

ISBN-10: 0073381128

ISBN-13: 9780073381121

Edition: 11th 2009

Authors: Charles M. Futrell

List price: $239.33

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Description:

Fundamentals of Selling trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. This market leading text has scores of sales personnel in the industry today commenting on how this 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 how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 11th edition of Fundamentals of Selling teaches sales the way a mentor would:…

Book details

List price: $239.33
Edition: 11th
Copyright year: 2009
Publisher: McGraw-Hill Higher Education
Publication date: 10/22/2008
Binding: Hardcover
Pages: 688
Size: 8.25" wide x 10.25" long x 1.00" tall
Weight: 3.190
Language: English




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: 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 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



Sales Call Role-Plays



Personal Selling Experiential Exercises



Comprehensive Sales Cases



Selling Globally



Answers to Crossword Puzzles


Glossary of Selling Terms


Notes