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关键词：
Fundamentals of Selling
书目信息
ISBN：
9780073404691（13位）
中图分类号：
F7
杜威分类号：
中文译名：
销售学基础，第10版
作者：
Futrell
编者：
语种：
English
出版信息
出版社：
McGraw-Hill
出版地：
出版年：
2007
版本：
10e
版本类型：
原版
丛书题名：
卷期：
文献信息
关键词：
Advertising/Marketing
前言：
摘要：
内容简介：
Fundamentals of Selling draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, paractical focus that puts the customer first.
目次：
PART I 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. PART II 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. PART III 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. PART IV 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. APPENDIX A: Sales Call Role-Plays. APPENDIX B: Personal Selling Experiential Exercises. APPENDIX C: Comprehensive Sales Cases. APPENDIX D: Selling Globally. APPENDIX E: Answers to Crossword Puzzles. Glossary of Selling Terms.
附录：
全文链接：
读者对象：
实体信息
页码：
704
装帧：
Hard
尺寸：
其它形态细节：
其它信息
原价：
USD
143.7500
原版ISBN：
其它ISBN：
图书特色：
书评：
扩展信息
Isbn：
0073404691
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