Fundamentals of Selling Customers for Life Through Service

Name: Fundamentals of Selling Customers for Life Through Service
Price: 22.45 USD
Availability: InStock
ISBN: 9780072930214

ISBN-10: 0072930217

ISBN-13: 9780072930214

Edition: 8th 2004

Authors: Charles M. Futrell

List price: $139.38

30 day, 100% satisfaction guarantee!

Marketplace

4 new & used from $22.45

what's this?

Rush Rewards U
Members Receive:

You have reached 400 XP and carrot coins. That is the daily max!

Book details

List price: $139.38
Edition: 8th
Copyright year: 2004
Publisher: Glencoe/McGraw-Hill
Publication date: 7/28/2003
Binding: Mixed Media
Pages: 608
Size: 8.75" wide x 10.50" long x 1.00" tall
Weight: 2.992
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



Sales technology directory and www.exercises



Comprehensive sales cases


Glossary of selling terms


Notes


Photo credits and acknowledgments


Index