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Fundamentals of Selling by Charles M. Futrell (2008, Hardcover)

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About this product

Product Identifiers

PublisherMcGraw-Hill Higher Education

ISBN-100073381128

ISBN-139780073381121

eBay Product ID (ePID)66222151

Product Key Features

Number of Pages688 Pages

LanguageEnglish

Publication NameFundamentals of Selling

SubjectSales & Selling / General

Publication Year2008

TypeTextbook

AuthorCharles M. Futrell

Subject AreaBusiness & Economics

FormatHardcover

Dimensions

Item Height1.2 in

Item Weight49.9 Oz

Item Length10 in

Item Width8.3 in

Additional Product Features

Edition Number11

Intended AudienceCollege Audience

LCCN2008-038263

Dewey Edition22

IllustratedYes

Dewey Decimal658.85

Table Of ContentPART 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

SynopsisFundamentals of Selling trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. This market leading text has scores of sales personnel in the industry today commenting on how this textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 11th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

LC Classification NumberHF5438.25.F87 2009