Fundamentals of selling : customers for life /
Charles M. Futrell.
- 7th edition.
- Boston : McGraw-Hill, 2002.
- xxiii, 579 p. : col. ill. ; 26 cm.
- Irwin/McGraw-Hill series in marketing .
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.