Fundamentals of Selling
9th Edition
Published on 1. March 2005
Book
Paperback/Softback
640 pages
978-0-07-111588-9 (ISBN)
Description
"Fundamental Of Selling: Customers For Life Through Service, 9/e" is one of McGraw-Hill's best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-plays. "Fundamentals", written by a salesperson turned teacher, draws widely from Charles Futrell's experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author's sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues; selling skills are a valuable asset.
More details
Edition
9th Revised edition
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Edition type
Revised edition
Dimensions
Height: 251 mm
Width: 195 mm
Thickness: 23 mm
Weight
1215 gr
ISBN-13
978-0-07-111588-9 (9780071115889)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
Part 1 Selling as a Profession Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter 2 Relationship Marketing: Where Personal Selling Fits Chapter 3 Ethics First!Then Customer Relationships Part 2 Preparation for Relationship Selling Chapter 4 The Psychology of Selling: Why People Buy Chapter 5 Communication for Relationship Building: It's Not All Talk Chapter 6 Sales Knowledge: Customers, Products, and Technologies Part 3 The Relationship Selling Process Chapter 7 Prospecting--The Lifeblood of Selling Chapter 8 Planning Your Sales Call is a Must! Chapter 9 Carefully Select Which Sales Presentation Method to Use Chapter 10 Begin Your Presentation Strategically Chapter 11 Elements of a Great Sales Presentation Chapter 12 Welcome Your Prospect's Objections Chapter 13 Closing Begins the Relationship Chapter 14 Service and Follow-up for Customer Retention Part 4 Managing Yourself, Your Career, and Others Chapter 15 Time, Territory, and Self-Management: Keys to Success Chapter 16 Planning, Staffing, and Training Successful Salespeople Chapter 17 Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendix A Sales Call Role-Plays Appendix B Personal Selling Experiential Exercises Appendix C Sale Technology Directory and www. Exercises Appendix D Comprehensive Sales Cases