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Fundamentals of selling : customers for life / Charles M. Futrell.

By: Series: The Irwin/McGraw-Hill series in marketingPublisher: Boston : Irwin/McGraw-Hill, c2002Edition: Seventh editionDescription: xxiii, 579 pages : color illustrations ; 26 cmContent type:
  • text
Media type:
  • unmediated
Carrier type:
  • volume
ISBN:
  • 0072398868
Subject(s): DDC classification:
  • 658.85 F98 2002
Contents:
Chapter The life, times, and career of the professional salesperson -- Chapter two Relationship marketing: where personal selling fits -- Chapter three Social, ethical, and legal issues in selling -- Chapter four The psychology of selling: why people buy -- Chapter five Communication for relationship building: it's not all talk -- Chapter six Sales knowledge: customers, products, technologies -- Chapter seven Prospecting - the lifeblood of selling -- Chapter eight Planning the sales call is a must -- Chapter nine Carefully select which sales presentation method to use -- Chapter ten Begin your presentation strategically -- Chapter eleven Elements of a great sales presentation -- Chapter twelve Welcome your prospects objections -- Chapter thirteen Closing begins the relationship -- Chapter fourteen Service and follow-up for customer retention -- Chapter fifteen Time, territory, and self-management: keys to success -- Chapter sixteen Planning, staffing, and training successful salespeople -- Chapter seventeen Motivation, compensation, leadership, and evaluation of salespeople
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Item type Current library Call number Status Date due Barcode
Reference Reference Graduate School Library Annex 658.85 F98 2002 (Browse shelf(Opens below)) Available UC12-000004602

Includes bibliographical references and index.

Chapter The life, times, and career of the professional salesperson -- Chapter two Relationship marketing: where personal selling fits -- Chapter three Social, ethical, and legal issues in selling -- Chapter four The psychology of selling: why people buy -- Chapter five Communication for relationship building: it's not all talk -- Chapter six Sales knowledge: customers, products, technologies -- Chapter seven Prospecting - the lifeblood of selling -- Chapter eight Planning the sales call is a must -- Chapter nine Carefully select which sales presentation method to use -- Chapter ten Begin your presentation strategically -- Chapter eleven Elements of a great sales presentation -- Chapter twelve Welcome your prospects objections -- Chapter thirteen Closing begins the relationship -- Chapter fourteen Service and follow-up for customer retention -- Chapter fifteen Time, territory, and self-management: keys to success -- Chapter sixteen Planning, staffing, and training successful salespeople -- Chapter seventeen Motivation, compensation, leadership, and evaluation of salespeople

English

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