Fundamentals of Selling
Futrell

FUNDAMENTALS OF SELLING: Customers For Life Through Service, 9/e is one of McGraw-Hillżs best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-plays. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrellżs 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 authorżs 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. Expanded PowerPoint: included on the Instructorżs CD-ROM with the instructorżs Manual and Test bank, this PowerPoint presentation features images and graphics from the book as well as video clips from the text specific video segments, adding a powerful resource for class lectures. |"The Tree of Business Life ż This feature integrates ethical selling coverage throughout the book. Beginning with Chapter 4, the first major section of each chapter focuses on the fact that ethical service builds true relationships. |Increased Technology Coverage ż Technology--super-hero Batman has his high tech communication gadgets. Salespeople have their mobile office (Sales Mobile) with a global positioning system (GPS), PDA, fax, e-mail, internet access which is covered in Chapter 6. |Chapter 5 ż A new appendix illustrates the importance of non verbal communication.|Customer Focused Selling: Charles Futrell has expanded his coverage and exploration of the customer-focused, service approach to selling that this text has taken for over eight editions. The key to developing long-lasting, and profitable, relationships with buyers is through a customer-focused, services-approach. Through active listening and putting your customer first the relationships you develop will benefit you, your employer, and most of all, your customer. |Ethical Coverage: Closely related to the customer-focused or service approach to selling is the ethical means by which it is accomplished. Charles Futrell broadens his exploration of the ethical demands of a sales position, discussing how to strike a balance between the pressures of sales goals and treating your customerżs needs as a priority. Finding this balance in selling creates a better salesperson and this text gives the Fundamentals to achieve that balance. |Excellent Coverage of Technology: Charles Futrell understands the important role that technology plays in todayżs selling environment. Searching for customer information and competitor information on the World Wide Web, using an automated territory management system to manage a sales territory, using order and inventory tracking systems to provide up-to-date information to customers, and communicating with customers through e-mail are some of the applications covered in the text. The author incorporates the WWW exercises, technology in selling, and information on ACT! Customer Contact Software throughout the text. |Role-Plays: Role-play selling scenarios provide students with additional opportunities to perfect their sales approach and customer relationship skills. |Sales World Wide Web Directory: This resource contains the URLs for the Sales World Wide Web Exercises found at the end of each chapter and for organizations with the largest sales forces in the United States. |Complete Coverage of Sales Careers: Career information emphasizes sales jobs in all organizations ż business, service, and nonprofit. |The Authorżs Pedagogical Approach: Charles stresses learning by doing. He believes that selling skills will benefit all students and make them better communicators. |Coverage of Relationship Selling. Charles integrates coverage of relationship and consultative selling. Students who understand the importance of developing relationships with customers will ultimately be more successful. |Sales Challenge/Solution: Each chapter begins with a real-life challenge faced by sales professionals that introduces the topic of the chapter and heightens student interest in chapter concepts. The challenge is resolved at the end of the chapter, where chapter concepts guiding the salesperson's actions are highlighted. |Ethical Dilemma Boxes: Provide students with an opportunity to consider ethical dilemmas faced in the selling job. |Selling Tip Boxes: Offer the reader additional selling tips for use in developing their role-plays. |Selling Globally Boxes: Feature selling situations from around the world, many written by the authorżs colleagues from around the world. |Selling Experiential Exercises: These exercises help students to better understand themselves and/or the text material. Many can be done within the class or completed outside and discussed within class. |Cases for Analysis: Each chapter ends with several brief but substantive cases for student analysis and class discussion to providing the students with an opportunity to think critically about the application of chapter concepts.

Informacje dodatkowe o Fundamentals of Selling:

Wydawnictwo: angielskie
Data wydania: b.d
Kategoria: Ekonomia
ISBN: 978-0-07-111588-9
Liczba stron: 0