Test Bank for Fundamentals of Selling Customers for Life through Service, 12th Edition: Futrell

This is completed downloadable of Test Bank for Fundamentals of Selling Customers for Life through Service, 12th Edition: Futrell

 

Product Details:

• ISBN-10 ‏ : ‎ 0077861019
• ISBN-13 ‏ : ‎ 978-0077861018
• Author: Futrell

Fundamentals of Selling, 12th trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading 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 show how the steps within the selling process interact with one another. Combined with up-to-date content and a strong ethical focus, the 13th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.

 

Table of Content:

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: It’s Not All Talk 6: Sales Knowledge: Customers, Products, Technologies

Part III: The Relationship Selling Process 7: Prospecting–The 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 Prospect’s 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 Notes Photo Credits Index

 

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