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Fundamentals of Selling

Fundamentals of Selling

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  • ISBN:9781259060557
  • Editorial: UK-Mcgraw-Hill
  • Fecha de la edición:
  • Número de la edición: 13
  • Encuadernación:
  • Nº Pág.:704
  • Idiomas:Ingles

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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.

Part 1: Selling as a Profession Chapter 1: The Life, Times, and Career of the Professional Salesperson Chapter 2: Relationship Marketing: Where Personal Selling Fits Chapter 3: Ethics First... Then Customer Relationships Part 2: Preparation for Relationship Selling Chapter 4: The Psychology of Selling: Why People Buy Chapter 5: Communication for Relationship Building: It's Not All Talk Chapter 6: Sales Knowledge: Customers, Products, Technologies Part 3: The Relationship Selling Process Chapter 7: Prospecting - The Lifeblood of Selling Chapter 8: Planning the Sales Call Is a Must Chapter 9: Carefully Select Which Sales Presentation Method to Use Chapter 10: Begin Your Presentation Strategically Chapter 11: Elements of a Great Sales Presentation Chapter 12: Welcome Your Prospect's Objections Chapter 13: Closing Begins the Relationship Chapter 14: Service and Follow-Up for Customer Retention Part 4: Managing Yourself, Your Career, and Others Chapter 15: Time, Territory, and Self-Management: Keys to Success Chapter 16: Planning, Staffing, and Training Successful Salespeople Chapter 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

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