Fundamentals of Selling
Customers for Life
Published on 1. August 1995
Book
Paperback/Softback
620 pages
978-0-07-114230-4 (ISBN)
Description
Global in coverage throughout, this text aims to provide students with a basic understanding of what goes on in the sales arena. It emphasizes relationship selling and covers the impact of technology on the selling process. Learning aids include: end of chapter exercises; real-life sales challenges; role-playing scenarios; and case studies.
More details
Edition
International 2 Revised ed
Language
English
Place of publication
London
United Kingdom
Publishing group
McGraw-Hill Education - Europe
Target group
College/higher education
Illustrations
notes, glossary, indices
Dimensions
Height: 230 mm
Weight
1230 gr
ISBN-13
978-0-07-114230-4 (9780071142304)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Other editions
Previous edition
Charles M. Futrell
Fundamentals of Selling
Book
01/1993
4th Edition
McGraw-Hill Inc.,US
€59.37
Article exhausted; check for reprint
Content
Part I Selling as a profession: the life, times and career of the professional salesperson; relationship marketing - where personal selling fits; social, ethical and legal issues in selling. Part II Preparation for relationship selling: the psychology of selling - why people buy; communication and persuasions - it's not all talk; sales knowledge - customers, products and technologies. Part III The relationship selling process: find your prospect, then plan your sales call; select your presentation method, then open it strategically; elements of making a great sales call; welcome your prospects' objections; closing begins the relationship; service and follow-up for customer retention. Part IV Careers in selling: retail selling - challenging and rewarding; organziational selling - business, services and nonprofit. Part V Managing yourself, your career and others; time, territory and self-management - key terms to success; planning, organizing, staffing of successful salespeople; motivation, compensation, leadership and evaluation of salespeople.