Futrell, Charles M. creator text xxu Boston Irwin/McGraw-Hill 1999 monographic eng

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xxiii, 584 p. : ill. (some col.) ; 26cm. 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. Charles M. Futrell Includes index. Selling HF5438.25.F98 025625981X 9780256259810 120601