03089cam a2200253 i 4500 0 0 0 GIMPA GIMPA REF 2019-02-26 Purchase 0 HF5438.25 FUT 68178 2020-05-19 2020-05-19 BK 0 0 0 GIMPA GIMPA GEN 2019-02-26 Purchase 0 HF5438.25 FUT 68179 2020-05-19 2023-02-23 BK 0 0 0 GIMPA GIMPA GEN 2019-02-26 Purchase 0 HF5438.25 FUT 68177 2020-09-22 2020-09-22 BK 0 0 0 GIMPA GIMPA GEN 2019-02-26 Purchase 0 HF5438.25 FUT 68180 2022-05-31 2022-05-31 BK 94 94 9780077861018 0077861019 1259060551 9781259060557 HF5438.25 FUT Futrell, Charles. Fundamentals of selling : customers for life through service / 13th ed. New York : McGraw-Hill, c2014 xxxvi, 630 pages : Illustrations ; Includes index pt. 1. Selling 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 -- pt. 2. Preparation 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 -- pt. 3. The relationship selling process. 7. 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 -- pt. 4. Managing 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. "Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first"-- "Welcome to the Thirteenth Edition of Fundamentals of Selling A megatrend in today's business world involves going to extreme efforts to meet consumer needs. Organizations cannot afford to lose customers. It is always easier to sell to a satisfied customer than an unsatisfied one. The cost of acquiring a new customer is higher than keeping a present customer."-- Selling. http://catdir.loc.gov/catdir/enhancements/fy1307/2012051445-t.html http://catdir.loc.gov/catdir/enhancements/fy1307/2012051445-d.html BK