Fundamentals of Selling
McGraw Hill Higher Education
978-0-07-319263-5 (ISBN)
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"Fundamentals of Selling: Customers For Life Through Service, 9/e" is one of McGraw-Hill's best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-plays. "Fundamentals", written by a salesperson turned teacher, draws widely from Charles Futrell's experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues; selling skills are a valuable asset.
Part 1 Selling as a Profession Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter 2Relationship Marketing: Where Personal Selling Fits Chapter 3Ethics First!Then Customer Relationships Part 2Preparation for Relationship Selling Chapter 4The Psychology of Selling: Why People Buy Chapter 5Communication for Relationship Building: It's Not All Talk Chapter 6Sales Knowledge: Customers, Products, and Technologies Part 3The Relationship Selling Process Chapter 7Prospecting--The Lifeblood of Selling Chapter 8Planning Your Sales Call is a Must! Chapter 9 Carefully Select Which Sales Presentation Method to Use Chapter 10Begin Your Presentation Strategically Chapter 11Elements of a Great Sales Presentation Chapter 12Welcome Your Prospect's Objections Chapter 13Closing Begins the Relationship Chapter 14Service and Follow-up for Customer Retention Part 4Managing Yourself, Your Career, and Others Chapter 15Time, Territory, and Self-Management: Keys to Success Chapter 16Planning, Staffing, and Training Successful Salespeople Chapter 17Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix ASales Call Role-Plays Appendix BPersonal Selling Experiential Exercises Appendix CSale Technology Directory and www. Exercises Appendix DComprehensive Sales Cases
| Erscheint lt. Verlag | 1.4.2005 |
|---|---|
| Zusatzinfo | Mixed media |
| Verlagsort | London |
| Sprache | englisch |
| Maße | 198 x 271 mm |
| Gewicht | 1471 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| ISBN-10 | 0-07-319263-5 / 0073192635 |
| ISBN-13 | 978-0-07-319263-5 / 9780073192635 |
| Zustand | Neuware |
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