Synopses & Reviews
Fundamentals of Selling trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. This market leading text has scores of sales personnel in the industry today commenting on how this textbook reflects what they do on sales calls with prospects and customers. The goal of Fundamentals of Selling has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 11th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Table of Contents
PART I SELLING 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 II PREPARATION FOR RELATIONSHIP SELLING
4 The Psychology of Selling: Why People Buy
5 Communication for Relationship Building: Its Not All Talk
6 Sales Knowledge: Customers, Products, Technologies
PART III THE RELATIONSHIP SELLING PROCESS
7 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 Prospects Objections
13 Closing Begins the Relationship
14 Service and Follow-Up for Customer Retention
PART IV Managing 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 Terms
Notes