Futrell, Charles M. <br/><br/>
Fundamentals of selling : customers for life. / 
Charles M. Futrell 
 - Boston :   Irwin/McGraw-Hill,  1999. 
 - xxiii, 584 p. :    ill. (some col.) ;   26cm.  
<br/><br/> Includes index. 
<br/><br/>Contents: Selling as a profession : The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Social, ethical , and legal issues in selling -- 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 : Find your prospect, then plan your sales call -- Select your presentation method, then open it strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow - up for customer retention -- Careers in selling : Retail selling : challenging and rewarding -- Organizational selling : business, services and nonprofit -- Managing yourself, your career, and others: Time, territory, and self - management : keys to success -- Planning, organizing and staffing successful salespeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Sales world wide web directory -- Notes -- Glossary of selling terms.  
<br/><br/><label>ISBN: </label>025625981X 9780256259810  
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling. 
<br/><br/><label>LC Class. No.: </label>HF5438.25.F98