01698nam a22001817a 4500 120528t xxu||||| |||| 00| 0 eng d 0072398868 HF5438.25.F871 Futrell, Charles M. Fundamentals of selling: customers for life. / Charles M. Futrell 7th ed. Boston: McGraw Hill, c2002. xxiii,579 p.: ill; 25cm. Includes index Contents: Selling as a profession -- The Life, times and career of the professional salesperson -- Relationship marketing: where personal selling fits -- Social, ethical, ans legal issues in selling -- Preparation for relationship selling -- The Psychology of selling: why people buy -- Communication for relationship building: it's not all talk -- Sales knowledge: customers, products, technologies -- The Relationship selling process -- Prospecting-the lifeblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of great sales presentation -- Welcome your prospects objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Managing yourself, your career, and other -- Time, territory, and self-management: key to success -- Planning, staffing, and training successful salepeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Appendix A: Sales call role-plays -- Appendix B: Personal selling selling experiential exercises -- Appendix C: Sales technology directory and www.exercises -- Appendix D: Comprehensive sales cases. Selling. lcc BK 969 8469 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.F87 2425/12 2012-05-28 00:00:00 1 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.F871 2426/12 2012-05-28 00:00:00 2 2012-05-28 BK 0 0 lcc 0 0 WIUC-1 WIUC-1 GEN 2012-05-28 0 HF5438.25.F872 2427/12 2012-05-28 00:00:00 3 2012-05-28 BK