MTU Cork Library Catalogue

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Fundamentals of selling : customers for life / Charles M. Futrell.

By: Futrell, Charles.
Material type: materialTypeLabelBookSeries: Irwin/McGraw-Hill series in marketing.Publisher: Boston : McGraw-Hill, 2002Edition: 7th edition.Description: xxiii, 579 p. : col. ill. ; 26 cm.ISBN: 0072398868.Subject(s): SellingDDC classification: 658.85
Contents:
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 for relationship building: It's not all talk -- Sales knowledge: Customers, products, technologies -- Part III: The relationship selling process -- Prospecting - The lifeblood of selling -- Planning the sales call is a must! -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Part IV: Managing yourself, your career and others -- Time, territory and self-management: Keys to success -- Planning, training and staffing successful salespeople -- Motivation, compensation, leadership and evaluation of salespeople.
Holdings
Item type Current library Call number Copy number Status Date due Barcode Item holds
General Lending MTU Bishopstown Library Lending 658.85 (Browse shelf(Opens below)) 1 Available 00078255
General Lending MTU Bishopstown Library Lending 658.85 (Browse shelf(Opens below)) 1 Available 00078256
Total holds: 0

Includes bibliographical references (pages 561-564) and index.

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 for relationship building: It's not all talk -- Sales knowledge: Customers, products, technologies -- Part III: The relationship selling process -- Prospecting - The lifeblood of selling -- Planning the sales call is a must! -- Carefully select which sales presentation method to use -- Begin your presentation strategically -- Elements of a great sales presentation -- Welcome your prospect's objections -- Closing begins the relationship -- Service and follow-up for customer retention -- Part IV: Managing yourself, your career and others -- Time, territory and self-management: Keys to success -- Planning, training and staffing successful salespeople -- Motivation, compensation, leadership and evaluation of salespeople.

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