Overview of Fundamental of Selling: Customers for Life through Service Book

The 12th Edition of fundamentals of Selling trains readers on a step-by-step selling process that is universal in nature. No other personal selling textbook presents the sales process in such a comprehensive manner from planning the approach to closing and follow-up for exceptional customer service. In addition, the text presents the entire process within an ethical framework.Key Features:Updated concepts: Examples include expanded discussion of the Golden Rule of Selling, the Great Harvest Law of Sales and the common denominator of sales success in Chapter 1 and a revised definition of Product incorporating the marketing of "ideas" in Chapter 2 Updated Coverage of Technology: New Coverage includes the use of iPads and iPods for presentation and training. Company examples have been updated throughout to reflect the current business environment.Table of Contents:Part I: Selling as a Profession The Life, Times and Career of the Professional Salesperson Relationship Marketing: Where Personal Selling Fits Ethics First, then Customer RelationshipsPart II: Preparation for Relationship Selling The Psychology of Selling: Why People Buy Communication for Relationship Building: It's Not All Talk Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling Process Prospecting - The Lifeblood of Selling Planning the Sales Call Is a Must Carefully Select Which Sales Presentation Method to Use Begin Your Presentation Strategically Elements of a Great Sales Presentation Welcome Your Prospect's Objections Closing Begins the Relationship Service and Follow-Up for Customer RetentionPart IV: Managing Yourself, Your Career and Others Time, Territory and Self-Management: Keys to Success Planning, Staffing and Training Successful Salespeople Motivation, Compensation, Leadership and Evaluation of SalespeopleAppendix 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 Notes Photo Credits Index

• Book Type :

Business & Finance

Book Binding :

Paperback

Language :

English

Number of Pages :

688 pages

ISBN - 10 :

9339204689

Fundamental of Selling: Customers for Life through Service Published On :

14-Apr

Resource:

Textbooks, Business & Finance for Students and Professionals

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