Pub. Date:
McGraw-Hill Companies, The
Fundamentals of Selling with ACT!Express CD-ROM / Edition 7

Fundamentals of Selling with ACT!Express CD-ROM / Edition 7

by Charles M. Futrell


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Product Details

ISBN-13: 9780072512090
Publisher: McGraw-Hill Companies, The
Publication date: 05/28/2001
Edition description: 7TH BK&CDR
Pages: 579
Product dimensions: 8.54(w) x 10.18(h) x 0.76(d)

Table of Contents

Part 1 Selling as a Profession

Chapter 1 The Life, Times, and Career of the Professional Salesperson
Chapter 2 Relationship Marketing: Where Personal Selling Hits
Chapter 3 Social, Ethical, and Legal Issues in Selling
Part 2 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, and Technologies
Part 3 The Relationship Selling Process
Chapter 7 Prospecting—The Lifeblood of Selling
Chapter 8 Planning Your 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 5 Managing Yourself, Your Career, and Others
(and more...)

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