Fundamentals of selling: customers for life. / (Record no. 969)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01698nam a22001817a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 120528t xxu||||| |||| 00| 0 eng d |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 0072398868 |
| 050 ## - LIBRARY OF CONGRESS CALL NUMBER | |
| Classification number | HF5438.25.F871 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Futrell, Charles M. |
| 245 ## - TITLE STATEMENT | |
| Title | Fundamentals of selling: customers for life. / |
| Statement of responsibility, etc. | Charles M. Futrell |
| 250 ## - EDITION STATEMENT | |
| Edition statement | 7th ed. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | Boston: |
| Name of publisher, distributor, etc. | McGraw Hill, |
| Date of publication, distribution, etc. | c2002. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | xxiii,579 p.: |
| Other physical details | ill; |
| Dimensions | 25cm. |
| 500 ## - GENERAL NOTE | |
| General note | Includes index |
| 505 ## - FORMATTED CONTENTS NOTE | |
| Formatted contents note | 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. |
| 650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical term following geographic name entry element | Selling. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | Books |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Copy number | Price effective from | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.25.F87 | 2425/12 | 28/05/2012 | 1 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.25.F871 | 2426/12 | 28/05/2012 | 2 | 28/05/2012 | Books | |||||
| Library of Congress Classification | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | WISCONSIN INTERNATIONAL UNIVERSITY COLLEGE, GHANA - MAIN LIBRARY | General Stacks | 28/05/2012 | HF5438.25.F872 | 2427/12 | 28/05/2012 | 3 | 28/05/2012 | Books |