Fundamentals of Selling

PART ISELLING 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 IIPREPARATION 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 PROCESS7 Prospectingthe 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 IVManaging 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 TermsFutrell, Charles M. is the author of 'Fundamentals of Selling ', published 2007 under ISBN 9780073305882 and ISBN 007330588X.