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Fundamentals of selling with act cd (9th ed )

Langue : Anglais

Auteur :

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

Date de parution :

Ouvrage de 640 p.

21.2x26.2 cm

Disponible chez l'éditeur (délai d'approvisionnement : 10 jours).

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