000			01665nam a22001697a 4500
008			120601t xxu||||| |||| 00| 0 eng d
020			_a025625981X 9780256259810
050			_aHF5438.25.F98
100			_aFutrell, Charles M.
245			_aFundamentals of selling : customers for life. / _cCharles M. Futrell
260			_aBoston : _b Irwin/McGraw-Hill, _c1999.
300			_axxiii, 584 p. : _b ill. (some col.) ; _c26cm.
500			_aIncludes index.
505			_aContents: Selling as a profession : The Life, times, and career of the professional salesperson -- Relationship marketing : where personal selling fits -- Social, ethical , and legal issues in selling -- Preparation for relationship selling : The Psychology of selling : why people buy -- Communication for relationship building : its not all talk -- Sales knowledge : customers , products, technologies -- The Relationship selling process : Find your prospect, then plan your sales call -- Select your presentation method, then open it strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow - up for customer retention -- Careers in selling : Retail selling : challenging and rewarding -- Organizational selling : business, services and nonprofit -- Managing yourself, your career, and others: Time, territory, and self - management : keys to success -- Planning, organizing and staffing successful salespeople -- Motivation, compensation, leadership, and evaluation of salespeople -- Sales world wide web directory -- Notes -- Glossary of selling terms.
650			_aSelling.
942			_2lcc _cBK
999			_c1057 _d8557