Synopses & Reviews
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8eis one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.
Table of Contents
Part 1 Selling as a ProfessionChapter 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 SellingChapter 4 The Psychology of Selling: Why People BuyChapter 5 Communication for Relationship Building: It’s Not All TalkChapter 6 Sales Knowledge: Customers, Products, and TechnologiesPart 3 The Relationship Selling ProcessChapter 7 Prospecting—The Lifeblood of SellingChapter 8 Planning Your Sales Call is a Must!Chapter 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 Sale Technology Directory and www. ExercisesAppendix D Comprehensive Sales Cases