Fundamentals of Selling

Fundamentals of Selling
Fundamentals of Selling draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry.
Key Feature
• Expanded coverage of ethics
• Technology coverage
• New topics in selling like, sales prospecting funnel, the leaking bucket customer concept, and the use of parables and storytelling as communication techniques
• Increased emphasis on planning the sales call
Table of Contents
Part I: Selling as a Profession
Chapter 1. The Life, Times, and Career of the Professional Salesperson
Chapter 2. Relationship Marketing: Where Personal Selling Fits
Chapter 3. Ethics First ? Then Customer Relationships
Part II: Preparation for Relationship Selling
Chapter 4. The Psychology of Selling: Why People Buy
Chapter 5. Communication for Relationship Building: It?s Not All Talk
Chapter 6. Sales Knowledge: Customers, Products, Technologies
Part III: The Relationship Selling Process
Chapter 7. Prospecting?the Lifeblood of Selling
Chapter 8. Planning the Sales Call Is a Must!
Chapter 9. Carefully Select Which Sales Presentation Method to Use
Chapter 10. Begin Your Presentation Strategically
Chapter 11. Elements of a Great Sales Presentation
Chapter 12. Welcome Your Prospect?s Objections
Chapter 13. Closing Begins the Relationship
Chapter 14. Service and Follow-Up for Customer Retention
Part IV: Managing Yourself, Your Career, and Others
Chapter 15. Time, Territory, and Self-Management: Keys to Success
Chapter 16. Planning, Staffing, and Training Successful Salespeople
Chapter 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