Fundamentals of selling : customers for life through service / Charles M. Futrell, Texas A & M University.
Material type:
TextPublication details: New York, NY McGraw-Hill/Irwin 2014Edition: Thirteenth editionDescription: xxxvi, 630 pages : illustrations ; 27 cmISBN: - 9780077861018 (hardback : alk. paper)
- 0077861019 (alk. paper)
- HF5438.25 .F87 2014
| Cover image | Item type | Current library | Home library | Collection | Shelving location | Call number | Materials specified | Vol info | URL | Copy number | Status | Notes | Date due | Barcode | Item holds | Item hold queue priority | Course reserves | |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
Books
|
Methodist University Library Tema Reference | HF5438.25 .F87 (Browse shelf(Opens below)) | Available | 1299 |
Browsing Methodist University Library Tema shelves,Shelving location: Reference Close shelf browser (Hides shelf browser)
|
|
|
|
|
|
|
||
| HF5438 .M675 World Class Selling | HF5438 .M675 World Class Selling | HF5438.25 .F79 Fundamentals of selling : | HF5438.25 .F87 Fundamentals of selling : | HF5438.25 .J63 Selling and sales management / | HF5438.25 .P763 Professional selling: a trust-based approach / | HF5547 .A76 Office organisation and management |
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.
There are no comments on this title.