01614nam a22001457a 4500008004100000020003000041050001800071100002400089245007200113260004100185300005100226500002000277505115700297650001401454120601t        xxu||||| |||| 00| 0 eng d  a025625981X 9780256259810   aHF5438.25.F98  aFutrell, Charles M.  aFundamentals of selling : customers for life. /cCharles M. Futrell  aBoston :b Irwin/McGraw-Hill,c1999.  axxiii, 584 p. : b ill. (some col.) ; c26cm.   aIncludes index.  aContents: 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.   aSelling.