| 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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