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Table of content: 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
Product Details: Language: English
ISBN-10: 0077861019
ISBN-13: 978-0077861018
ISBN-13: 9780077861018
Author: Charles M.Futrell
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