Futrell, Charles M. <br/><br/>
Fundamentals of selling : customers for life through service. / 
Charles M. Futrell 
 - Boston, Mass. :    McGraw-Hill/Irwin,   2006. 
 - xxv, 658 p. :   ill. ;   26 cm.  
<br/><br/> Includes index. 
<br/><br/>Contenets: Selling as a profession: The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowlege : customers, products, technologies -- Relationship selling process -- Managing yourself, your career, and others : Time, territory, and self- management : keys to success -- Planning, staffing, and training successful salespeople -- Motivation, compensation, leadership and evaluation of salespeople -- Appendix A: Sales call role- plays -- Appendix B: Personal selling experiential -- Appendix C: Comprehensive sales cases -- Appendix D: Selling globally -- Appendix E: Answers to crossword puzzles -- Glossary of selling terms. 
<br/><br/><label>ISBN: </label>0072962100 9780072962109  
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling. 
<br/><br/><label>LC Class. No.: </label>HF5438.25.F95