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Fundamentals of Selling: Customers ..., Futrell, Charle

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Last updated on Nov 12, 2025 09:07:27 PSTView all revisionsView all revisions

Item specifics

Condition
Good: A book that has been read but is in good condition. Very minimal damage to the cover including ...
Book Title
Fundamentals of Selling: Customers for Life Through Service
ISBN
0073404691
EAN
9780073404691
Date of Publication
20070131
Release Title
Fundamentals of Selling: Customers for Life Through Service
Artist
Futrell, Charles
Brand
N/A
Colour
N/A
Subject Area
Business & Economics
Publication Name
Fundamentals of Selling : Customers for Life Through Service
Publisher
McGraw-Hill Companies, T.H.E.
Item Length
10 in
Subject
Sales & Selling / General
Publication Year
2007
Type
Textbook
Format
Hardcover
Language
English
Item Height
1.1 in
Author
Charles Futrell
Item Weight
48.7 Oz
Item Width
8.3 in
Number of Pages
704 Pages
Category

About this product

Product Identifiers

Publisher
McGraw-Hill Companies, T.H.E.
ISBN-10
0073404691
ISBN-13
9780073404691
eBay Product ID (ePID)
57012895

Product Key Features

Number of Pages
704 Pages
Language
English
Publication Name
Fundamentals of Selling : Customers for Life Through Service
Subject
Sales & Selling / General
Publication Year
2007
Type
Textbook
Subject Area
Business & Economics
Author
Charles Futrell
Format
Hardcover

Dimensions

Item Height
1.1 in
Item Weight
48.7 Oz
Item Length
10 in
Item Width
8.3 in

Additional Product Features

Edition Number
10
Intended Audience
College Audience
LCCN
2006-030126
Dewey Edition
22
Illustrated
Yes
Dewey Decimal
658.85
Table Of Content
Futrell, Fundamentals of Selling, 10e PART ISELLING 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 IIPREPARATION 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 PROCESS7 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 IVManaging 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
Synopsis
"Fundamentals of Selling" draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of "Fundamentals of Selling" teaches sales the way a mentor would: with a strong, practical focus that puts the customer first., Fundamentals of Selling draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first..
LC Classification Number
HF5438.25.F87 2008

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worldofbooksinc

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Founded in 2002, World of Books is a leading online destination for buying and selling both preloved and new books, committed to making sustainable reading accessible to all. With a mission to help ...
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  • d***0 (439)- Feedback left by buyer.
    Past 6 months
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    Item bought:  Ocean Ramsey Shark book * Item value for the money  5/5 * Condition matching as advertised  5/5 * Quickly dispatched  5/5 * Arrived on time  5/5 * Shipping cost for this type of item  5/5 * Packaging quality for this item  5/5 * Seller recommendation  5/5 * Communication:  NA (not needed as it arrived on time) * Comments:  Ty for your business!!
    Full Color Version WHAT YOU SHOULD KN..., Ramsey, Ocean (#317091156240)
  • o***a (54)- Feedback left by buyer.
    Past month
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    I thought I was ordering a paper back, especially considering the price was only around $10. I'm not sure if they shipped a hard cover by mistake. But I am more than happy to accept it. The description wasn't clear on what it was. So this could very well have been the intended item. I was not very impressed with their customer service at all. It took them days to respond and they didn't seem to care about the delay in shipping. I might purchase again, but I would be cautious as it was delayed.
    The Vampire Chronicles: Interview with t..., Rice, Anne (#317291857024)
  • r***1 (182)- Feedback left by buyer.
    Past 6 months
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    The book was exactly as described and arrived quickly. The only problem is a recurring one with this seller and other similar sellers - the book is poorly packaged in a plastic envelope and gets heavily bumped in shipping. I would like to see the books wrapped before shipment, but I understand this can't be done for cost reason. Luckily it isn't an expensive book, and I will continue to purchase basic books from this seller. A+++++
    The Narrow Road to the Deep North and..., Basho, Matsuo (#316498951864)
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