Fundamentals of selling with act cd (9th ed )
Langue : Anglais
Auteur : FUTRELL
FUNDAMENTALS 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.
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
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
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
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
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
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
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
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
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
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
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
Appendix B Personal Selling Experiential Exercises Appendix C Sale Technology Directory and www. Exercises Appendix D Comprehensive Sales Cases
Appendix D Comprehensive Sales Cases
Date de parution : 07-2005
Ouvrage de 640 p.
21.2x26.2 cm
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