01371nam a22001697a 4500 120605t xxu||||| |||| 00| 0 eng d 0072962100 9780072962109 HF5438.25.F95 Futrell, Charles M. Fundamentals of selling : customers for life through service. / Charles M. Futrell Boston, Mass. : McGraw-Hill/Irwin, 2006. xxv, 658 p. : ill. ; 26 cm. Includes index. 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. Selling. lcc BK 1084 8584 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-05 0 HF5438.25.F95 2433/12 2012-06-05 00:00:00 1 2012-06-05 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-06-05 0 HF5438.25.F951 2434/12 2012-06-05 00:00:00 2 2012-06-05 BK