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Fundamentals of selling : customers for life through service Charles M. Futrell.

By: Material type: TextSeries: The McGraw-Hill companiesPublication details: New York, NY McGraw-Hill Irwin 2011.Edition: 12. ed., international student edDescription: XXXIV, 652 S. : ill., 25cm graph. DarstISBN:
  • 9780071220804
ISSN:
  • 0071220801
Subject(s): LOC classification:
  • HF5438 .F98
Contents:
Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics First...Then Customer Relationships Part II: Preparation for Relationship Selling 4: The Psychology of Selling: Why People Buy 5: Communication for Relationship Building: It's Not All Talk 6: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 7: Prospecting-The Lifeblood of Selling 8: Planning the Sales Call Is a Must 9: Carefully Select Which Sales Presentation Method to Use 10: Begin Your Presentation Strategically 11: Elements of a Great Sales Presentation 12: Welcome Your Prospect's Objections 13: Closing Begins the Relationship 14: Service and Follow-Up for Customer Retention Part IV: Managing Yourself, Your Career, and Others 15: Time, Territory, and Self-Management: Keys to Success 16: Planning, Staffing, and Training Successful Salespeople 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Comprehensive Sales Cases Appendix D: Selling Globally Appendix E: Answers to Crossword Puzzles Glossary Notes Photo Credits Index
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Books Methodist University Library Main General Stacks Reference HF5438 .F98 (Browse shelf(Opens below)) Available 38864

Includes index

Part I: Selling as a Profession 1: The Life, Times, and Career of the Professional Salesperson 2: Relationship Marketing: Where Personal Selling Fits 3: Ethics First...Then Customer Relationships Part II: Preparation for Relationship Selling 4: The Psychology of Selling: Why People Buy 5: Communication for Relationship Building: It's Not All Talk 6: Sales Knowledge: Customers, Products, Technologies Part III: The Relationship Selling Process 7: Prospecting-The Lifeblood of Selling 8: Planning the Sales Call Is a Must 9: Carefully Select Which Sales Presentation Method to Use 10: Begin Your Presentation Strategically 11: Elements of a Great Sales Presentation 12: Welcome Your Prospect's Objections 13: Closing Begins the Relationship 14: Service and Follow-Up for Customer Retention Part IV: Managing Yourself, Your Career, and Others 15: Time, Territory, and Self-Management: Keys to Success 16: Planning, Staffing, and Training Successful Salespeople 17: Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A: Sales Call Role-Plays Appendix B: Personal Selling Experiential Exercises Appendix C: Comprehensive Sales Cases Appendix D: Selling Globally Appendix E: Answers to Crossword Puzzles Glossary Notes Photo Credits Index

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