TY  - BOOK
AU  -  	Charles M Futrell
TI  - Fundamentals of selling : customers for life through service
SN  -  9780071220804 
SN  - 007122080
AV  - HF5438 .F98
PY  - 2011///
CY  -  New York, NY
PB  - McGraw-Hill,  Irwin
KW  -  	      Verkauf
N1  - 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
ER  -