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(eBook PDF) Fundamentals of Selling: Customers for Life through Service 13th Edition

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(eBook PDF) Fundamentals of Selling: Customers for Life through Service 13th Edition – Instant Download

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(eBook PDF) Fundamentals of Selling: Customers for Life through Service 13th Edition – Digital Ebook – Instant Delivery Download

Product details:

  • ISBN-10 ‏ : ‎ 0077861019
  • ISBN-13 ‏ : ‎ 978-0077861018
  • Author: Charles Futrell (Author)

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.

Table contents:

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

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