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LEADER 00000cam a2200181 a 4500 
008    190401s2014    xxua   g      000 0 eng d 
020    9780077861018 
040    AE-AjAUL|cAE-ShKH 
050    HF5438.25|b.F87 2014 
100 1  Futrell, Charles M. 
245 10 Fundamentals of selling :|bcustomers for life through 
       service /|cCharles M. Futrell. 
250    13th ed. 
260    New York, United States :|bMcGraw-Hill/Irwin,|c2014. 
300    xxxvi, 630 p. :|bill.;|c27 cm. 
500    KH-AUL-2 
504    Includes bibliographical references (pages 603-607) and 
       index. 
505    Machine generated contents note: Part 1: Selling as a 
       Profession Chapter 1: The Life, Times, and Career of the 
       Professional SalespersonChapter 2: Relationship Marketing:
       Where Personal Selling FitsChapter 3: Ethics First... Then
       Customer RelationshipsPart 2: Preparation for Relationship
       Selling Chapter 4: The Psychology of Selling: Why People 
       BuyChapter 5: Communication for Relationship Building: 
       It's Not All TalkChapter 6: Sales Knowledge: Customers, 
       Products, TechnologiesPart 3: The Relationship Selling 
       Process Chapter 7: Prospecting - The Lifeblood of 
       SellingChapter 8: Planning the Sales Call Is a MustChapter
       9: Carefully Select Which Sales Presentation Method to 
       UseChapter 10: Begin Your Presentation 
       StrategicallyChapter 11: Elements of a Great Sales 
       PresentationChapter 12: Welcome Your Prospect's 
       ObjectionsChapter 13: Closing Begins the 
       RelationshipChapter 14: Service and Follow-Up for Customer
       RetentionPart 4: Managing Yourself, Your Career, and 
       OthersChapter 15: Time, Territory, and Self-Management: 
       Keys to SuccessChapter 16: Planning, Staffing, and 
       Training Successful SalespeopleChapter 17: Motivation, 
       Compensation, Leadership, and Evaluation of 
       SalespeopleAppendix A: Sales Call Role-PlaysAppendix B: 
       Personal Selling Experiential ExercisesAppendix C: 
       Comprehensive Sales CasesAppendix D: Selling Globally. 
520    "Welcome to the Thirteenth Edition of Fundamentals of 
       Selling A megatrend in today's business world involves 
       going to extreme efforts to meet consumer needs. 
       Organizations cannot afford to lose customers. It is 
       always easier to sell to a satisfied customer than an 
       unsatisfied one. The cost of acquiring a new customer is 
       higher than keeping a present customer. "-- |c Provided by
       publisher. 
650  0 Selling 
650  0 BUSINESS & ECONOMICS / Sales & Selling.