skip to content
Fundamentals of selling : customers for life through service Preview this item
ClosePreview this item
Checking...

Fundamentals of selling : customers for life through service

Author: Charles Futrell
Publisher: Boston : McGraw-Hill Irwin, ©2009.
Edition/Format:   Print book : English : 11th edView all editions and formats
Rating:

(not yet rated) 0 with reviews - Be the first.

Subjects
More like this

 

Find a copy in the library

&AllPage.SpinnerRetrieving; Finding libraries that hold this item...

Details

Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Charles Futrell
ISBN: 9780073381121 0073381128
OCLC Number: 226356773
Description: xxxiv, 648 pages : color illustrations ; 27 cm
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 of Selling Terms Notes
Responsibility: Charles M. Futrell.
More information:

Reviews

User-contributed reviews
Retrieving GoodReads reviews...
Retrieving DOGObooks reviews...

Tags

Be the first.

Similar Items

Related Subjects:(1)

Confirm this request

You may have already requested this item. Please select Ok if you would like to proceed with this request anyway.

Linked Data


Primary Entity

<http://www.worldcat.org/oclc/226356773> # Fundamentals of selling : customers for life through service
    a schema:Book, schema:CreativeWork ;
   library:oclcnum "226356773" ;
   library:placeOfPublication <http://id.loc.gov/vocabulary/countries/mau> ;
   library:placeOfPublication <http://dbpedia.org/resource/Boston> ; # Boston
   schema:about <http://dewey.info/class/658.85/e22/> ;
   schema:about <http://id.worldcat.org/fast/1111969> ; # Selling
   schema:bookEdition "11th ed." ;
   schema:bookFormat bgn:PrintBook ;
   schema:copyrightYear "2009" ;
   schema:creator <http://viaf.org/viaf/43157758> ; # Charles Futrell
   schema:datePublished "2009" ;
   schema:exampleOfWork <http://worldcat.org/entity/work/id/793922349> ;
   schema:inLanguage "en" ;
   schema:name "Fundamentals of selling : customers for life through service"@en ;
   schema:productID "226356773" ;
   schema:publication <http://www.worldcat.org/title/-/oclc/226356773#PublicationEvent/boston_mcgraw_hill_irwin_2009> ;
   schema:publisher <http://experiment.worldcat.org/entity/work/data/793922349#Agent/mcgraw_hill_irwin> ; # McGraw-Hill Irwin
   schema:url <http://catdir.loc.gov/catdir/toc/ecip0827/2008038263.html> ;
   schema:workExample <http://worldcat.org/isbn/9780073381121> ;
   wdrs:describedby <http://www.worldcat.org/title/-/oclc/226356773> ;
    .


Related Entities

<http://dbpedia.org/resource/Boston> # Boston
    a schema:Place ;
   schema:name "Boston" ;
    .

<http://experiment.worldcat.org/entity/work/data/793922349#Agent/mcgraw_hill_irwin> # McGraw-Hill Irwin
    a bgn:Agent ;
   schema:name "McGraw-Hill Irwin" ;
    .

<http://id.worldcat.org/fast/1111969> # Selling
    a schema:Intangible ;
   schema:name "Selling"@en ;
    .

<http://viaf.org/viaf/43157758> # Charles Futrell
    a schema:Person ;
   schema:familyName "Futrell" ;
   schema:givenName "Charles" ;
   schema:name "Charles Futrell" ;
    .

<http://worldcat.org/isbn/9780073381121>
    a schema:ProductModel ;
   schema:isbn "0073381128" ;
   schema:isbn "9780073381121" ;
    .


Content-negotiable representations

Close Window

Please sign in to WorldCat 

Don't have an account? You can easily create a free account.