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Fundamentals of selling : customers for life / Charles Futrell

Public ISBD Titre : Fundamentals of selling : customers for life Type de document : texte imprimé Auteurs : Charles Futrell, Auteur Editeur : Boston : McGraw-Hill Année de publication : 2006 Collection : McGraw-Hill/Irwin series in marketing Importance : xxv, 658 pages Présentation : illustrations (col) Format : 26 cm ISBN/ISSN/EAN : 978-0-07-319263-5 Langues : Anglais (eng) Catégories : 600 Techniques (Sciences appliquées):658 Gestion des entreprises privées et publiques Mots-clés : Fundamentals of selling : customers for life Index. décimale : 658.85 Note de contenu : 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 relationships Part 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, technologies Part 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 retention Part 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 salespeople Fundamentals of selling : customers for life [texte imprimé] / Charles Futrell, Auteur . - McGraw-Hill, 2006 . - xxv, 658 pages : illustrations (col) ; 26 cm. - (McGraw-Hill/Irwin series in marketing) . ISBN : 978-0-07-319263-5 Langues : Anglais (eng) Catégories : 600 Techniques (Sciences appliquées):658 Gestion des entreprises privées et publiques Mots-clés : Fundamentals of selling : customers for life Index. décimale : 658.85 Note de contenu : 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 relationships Part 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, technologies Part 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 retention Part 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 salespeople

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Code-barres	Cote	Support	Localisation	Section	Disponibilité
125134	658.85 FUT	Livre	Library	Shelf	Exclu du prêt