Futrell, Charles M. creator text xxu Boston, Mass McGraw-Hill/Irwin 2006 monographic eng

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xxv, 658 p. : ill. ; 26 cm. 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. Charles M. Futrell Includes index. Selling HF5438.25.F95 0072962100 9780072962109 120605