01665nam a22001697a 4500 120601t xxu||||| |||| 00| 0 eng d 025625981X 9780256259810 HF5438.25.F98 Futrell, Charles M. Fundamentals of selling : customers for life. / Charles M. Futrell Boston : Irwin/McGraw-Hill, 1999. xxiii, 584 p. : ill. (some col.) ; 26cm. Includes index. 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. Selling. lcc BK 1057 8557 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-01 0 HF5438.25.F98 2403/12 2012-06-01 00:00:00 1 2012-06-01 BK