For over 250,000 professionals employed in sales and sales management, the win-win approach is the path to a successful career. Author Charles Futrell provides a complete, self-contained personal selling and...
Personal Selling: An Interactive Approach
The book Personal selling is pegged as the primary selling enablement text; dedicated to the development of Sales Professionals of the 21st century.
The experts of the subject consider classic the division of managerial competences proposed by Katz, who popularized in the 1960s the ideas developed by the famous management theorist Henri Fayol (Martyniak 1989).
This guide covers everything from helping buyers buy, to handling objections, negotiating, storytelling, and practicing active listening.
This book shows you how to do it with techniques for: - getting started the right way - setting goals - prospecting for leads - selling your product or service effectively - putting on presentations - building a sales organization - working ...
Catherine Romano , " Death of a Salesman , " Management Review 83 ( September 1 , 1994 ) : 10-17 . 6 Ibid . ? Michael Collins , " Breaking Into the Big Leagues , " Marketing Tools ( January 1 ...
Five of the profiles are new to this edition and include interviews with representatives from Beiersdorf, DHL, and Samsung. In addition, a specific salesperson is profiled in the core chapters to illustrate the personal selling process.New!
Personal Selling: An Introduction
In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed.