ISBN 9789339204686,Fundamentals of Selling : Customers for Life through Service

Fundamentals of Selling : Customers for Life through Service



Tata McGraw - Hill Education

Publication Year 2014

ISBN 9789339204686

ISBN-10 9339204689


Edition 12th
Number of Pages 688 Pages
Language (English)


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

Salient 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.
Company examples have been updated throughout to reflect the current business environment.

Table of Contents : -
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

Photo Credits