Fundamentals of selling

International edition

Charles M. Futrell

634 pages, parution le 17/09/2003 (8^eme édition)

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Résumé

You will notice a slight change to the title of the book in this eighth edition. We have added the word service, which refers to making a contribution to the welfare of others. Why ? It is time to make the bold statement that salespeople exist to help others.

Since the last edition we have seen the worst of American business. Gallup (one of America's leading pollsters) has found that some categories of salespeople's jobs are the lowest-rated job categories for perceived honesty and ethical standards. Chances are, the majority of students have a negative attitude about salespeople.

We can correct this image by illustrating the wonderful things professional salespeople do. This edition emphasizes helping others through the application of the Golden Rule of Personal Selling. This simple sales philosophy is based upon treating others unselfishly, as you would like to be treated.

Fundamental of Selling is written by a salesperson turned teacher. For eight years I worked in sales with Colgate, Upjohn, and Ayerst. As an academic, I have laught selling to thousands of college students, businesspeople, and industry sales personnel, developing and using the strategies, practices, and techniques presented in this textbook. Moreover, each year I continue to spend time in fieldwork with sales personnel. In my classes and programs, I stress 'learning by doing" examples and exercises and videotape role playing of selling situations. This book is the result of these experiences.

When students ask me why I moved out of sales, I always reply, "I really haven't. I'm just selling a different product in a different industry". We are all selling, whether it's a product, an idea, our parents, a friend, or ourselves-as when interviewing for a job.

Selling as a profession
Preparation for relationship selling
The relationship selling process
Managing yourself, your career, and others
Appendices

Caractéristiques techniques

	PAPIER
Éditeur(s)	Mc Graw Hill
Auteur(s)	Charles M. Futrell
Parution	17/09/2003
Édition	8^eme édition
Nb. de pages	634
Format	20 x 25
Couverture	Broché
Poids	1135g
Intérieur	Quadri
EAN13	9780071218320
ISBN13	978-0-07-121832-0