000 03808cam a2200421 i 4500
001 ocn826456740
003 AE-DuAU
005 20241127174409.0
008 130129s2014 nyua b 001 0 eng
010 _a 2012051445
020 _a9781259060557 (Int'l student ed.)
020 _a9780077861018 (hardback : alk. paper)
020 _a0077861019 (alk. paper)
035 _a(OCoLC)826456740
040 _aDLC
_beng
_erda
_cDLC
_dOCLCQ
_dYDXCP
042 _apcc
049 _aTSAA
050 0 0 _aHF 5438.25
_b.F87 2014
090 _aMKTG311
090 _aMKTG311
100 1 _aFutrell, Charles.
_95686
245 1 0 _aFundamentals of selling :
_bcustomers for life through service /
_cCharles M. Futrell, Texas A & M University.
250 _aThirteenth edition; Int'l Student Edition.
260 _aNew York, NY :
_bMcGraw-Hill/Irwin,
_c[2014]
300 _axxxvi, 630 p. :
_bill. ;
_c27 cm
336 _2rdacontent
_atext
_btxt
337 _2rdamedia
_aunmediated
_bn
338 _2rdacarrier
_avolume
_bnc
504 _aIncludes bibliographical references (pages 603-607) and index.
505 0 _aMachine generated contents note: Part 1: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Relationship Marketing: Where Personal Selling FitsChapter 3: Ethics First ... Then Customer RelationshipsPart 2: Preparation for Relationship Selling Chapter 4: The Psychology of Selling: Why People BuyChapter 5: Communication for Relationship Building: It's Not All TalkChapter 6: Sales Knowledge: Customers, Products, TechnologiesPart 3: The Relationship Selling Process Chapter 7: Prospecting -- The Lifeblood of SellingChapter 8: Planning the Sales Call Is a MustChapter 9: Carefully Select Which Sales Presentation Method to UseChapter 10: Begin Your Presentation StrategicallyChapter 11: Elements of a Great Sales PresentationChapter 12: Welcome Your Prospect's ObjectionsChapter 13: Closing Begins the RelationshipChapter 14: Service and Follow-Up for Customer RetentionPart 4: Managing Yourself, Your Career, and OthersChapter 15: Time, Territory, and Self-Management: Keys to SuccessChapter 16: Planning, Staffing, and Training Successful SalespeopleChapter 17: Motivation, Compensation, Leadership, and Evaluation of SalespeopleAppendix A: Sales Call Role-PlaysAppendix B: Personal Selling Experiential ExercisesAppendix C: Comprehensive Sales CasesAppendix D: Selling Globally.
520 _a"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"--
520 _a"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."--
650 0 _aSelling.
_9173246
650 7 _aBUSINESS & ECONOMICS
_xSales & Selling.
_2bisacsh
_9173247
907 _a39132
_b08-14-13
_c08-12-13
942 _cBOOK
_2lcc
998 _b08-12-13
_cm
_dh
999 _c39132
_d39132