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The 12th Edition of fundamentals of Selling trains readers on a step-by-step selling process that is universal in nature. No other personal selling textbook presents the sales process in such a comprehensive manner from planning the approach to closing and follow-up for exceptional customer service. In addition, the text presents the entire process within an ethical framework.
Key Features:
Updated concepts: Examples include expanded discussion of the Golden Rule of Selling, the Great Harvest Law of Sales and the common denominator of sales success in Chapter 1 and a revised definition of Product incorporating the marketing of "ideas" in Chapter 2
Updated Coverage of Technology: New Coverage includes the use of iPads and iPods for presentation and training
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Company examples have been updated throughout to reflect the current business environment.
Table of Contents:
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
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
IndexISBN - 9789339204686
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