000			01371nam a22001697a 4500
008			120605t xxu||||| |||| 00| 0 eng d
020			_a0072962100 9780072962109
050			_aHF5438.25.F95
100			_aFutrell, Charles M.
245			_aFundamentals of selling : customers for life through service. / _cCharles M. Futrell
260			_aBoston, Mass. : _b McGraw-Hill/Irwin, _c 2006.
300			_axxv, 658 p. : _b ill. ; _c 26 cm.
500			_aIncludes index.
505			_aContenets: 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.
650			_aSelling.
942			_2lcc _cBK
999			_c1084 _d8584