Fundamentals of selling : (Record no. 3126)
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| 000 -LEADER | |
|---|---|
| fixed length control field | 01944cam a2200181 i 4500 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 9780077861018 (hardback : alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER | |
| ISBN | 0077861019 (alk. paper) |
| 050 00 - CALL NUMBER | |
| Classification number | HF5438.25 |
| Item number | .F87 2014 |
| 100 1# - AUTHOR | |
| Personal name | Futrell, Charles. |
| 245 10 - TITLE | |
| Title | Fundamentals of selling : |
| Remainder of title | customers for life through service / |
| Statement of responsibility, etc | Charles M. Futrell, Texas A & M University. |
| 250 ## - EDITION | |
| Edition statement | Thirteenth edition. |
| 260 ## - PUBLICATION INFORMATION | |
| Place of publication | New York, NY |
| Name of publisher | McGraw-Hill/Irwin |
| Year of publication | 2014 |
| 300 ## - DESCRIPTION | |
| Number of Pages | xxxvi, 630 pages : |
| Other physical details | illustrations ; |
| Dimensions | 27 cm |
| 505 8# - FORMATTED CONTENTS NOTE | |
| Table of Content | Machine generated contents note: Part 1: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Relationship Marketing: Where Personal Selling FitsChapter 3: Ethics First... Then Customer RelationshipsPart 2: Preparation for Relationship Selling Chapter 4: The Psychology of Selling: Why People BuyChapter 5: Communication for Relationship Building: It's Not All TalkChapter 6: Sales Knowledge: Customers, Products, TechnologiesPart 3: The Relationship Selling Process Chapter 7: Prospecting - The Lifeblood of SellingChapter 8: Planning the Sales Call Is a MustChapter 9: Carefully Select Which Sales Presentation Method to UseChapter 10: Begin Your Presentation StrategicallyChapter 11: Elements of a Great Sales PresentationChapter 12: Welcome Your Prospect's ObjectionsChapter 13: Closing Begins the RelationshipChapter 14: Service and Follow-Up for Customer RetentionPart 4: Managing Yourself, Your Career, and OthersChapter 15: Time, Territory, and Self-Management: Keys to SuccessChapter 16: Planning, Staffing, and Training Successful SalespeopleChapter 17: Motivation, Compensation, Leadership, and Evaluation of SalespeopleAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Comprehensive Sales CasesAppendix D: Selling Globally. |
| 650 #0 - SUBJECTS | |
| Topical Term | Selling. |
| 650 #7 - SUBJECTS | |
| Topical Term | BUSINESS & ECONOMICS / Sales & Selling. |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Koha item type | Books |
| Withdrawn status | Lost status | Home library | Current library | Shelving location | Date acquired | Full call number | Accession Number | Koha item type |
|---|---|---|---|---|---|---|---|---|
| Methodist University Library Tema | Methodist University Library Tema | Reference | 28/04/2015 | HF5438.25 .F87 | 1299 | Books |