customers for life Futrell, Charles M. Primary Author mixed material bibliography Boston McGraw-Hill 2002 en English

Printed Material

xxiii, 579 p. : gloss., index ; 26 cm. Table of content Pt. I Selling as a Profession Ch. 1 The Life, Times, and Career of the Professional Salesperson Ch. 2 Relationship Marketing: Where Personal Selling Fits Ch. 3 Social, Ethical, and Legal Issues in Selling Pt. II Preparation for Relationship Selling Ch. 4 The Psychology of Selling: Why People Buy Ch. 5 Communication for Relationship Building: It’s Not All Talk Ch. 6 Sales Knowledge: Customers, Products, Technologies Pt. III The Relationship Selling Process Ch. 7 Prospecting - The Lifeblood of Selling Ch. 8 Planning the Sales Call Is a Must! Ch. 9 Carefully Select Which Sales Presentation Method to Use Ch. 10 Begin Your Presentation Strategically Ch. 11 Elements of a Great Sales Presentation Ch. 12 Welcome Your Prospects Objections Ch. 13 Closing Begins the Relationship Ch. 14 Service and Follow-up for Customer Retention Pt. IV Managing Yourself, your Career, and Others Ch. 15 Time, Territory, and Self-Management: Keys to Success Ch. 16 Planning, Staffing, and Training Successful Salespeople Ch. 17 Motivation, Compensation, Leadership, and Evaluation of Salespeople App. A Sales Call Role-Plays App. B Personal Selling Experiential Exercises App. C Sales Technology Directory and www.Exercises App. D Comprehensive Sales Cases Glossary of Selling Terms Notes Photo Credits and Acknowledgments Index Selling Case Studies Small business Careers BQ 79 0072398868 Perpustakaan - Sekolah Tinggi Manajemen PPM Pusat Informasi Manajemen BQ 79 Fut 32108 General (General) BQ 79 Fut Fundamentalsofselling7thjpg.jpg.jpg 29981 2005-08-08 00:00:00 2025-10-06 10:22:11 machine generated