Futrell, Charles creator text xxu India Irwin Inc. c2003 2nd ed. monographic eng

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xxi,473 p.: ill; 23cm. Contents: Selling as a profession -- The Life and times of the professional saleperson -- Preparation for successful selling : the psychology of selling: why people buy -- Communication and persuasion: it's not all talk -- So, What do i need to know? -- The Dynamics of selling -- Prospecting-the lifrblood of selling -- Planning the sales call is a must -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of making a great presentation -- Welcome your prospect's objections -- Close, close, close -- Winning in the long run: building a relationship through service -- Special selling topics -- Time and territory mangement is a key to success -- Social, ethical, legal issues in selling. Charles Futrell Includes index Selling HF5438.26.F868 8185386153 120528