- 作 者：（美）查尔斯 M.富特雷尔（Charles M.Futrell）著
- 出 版 社：北京：机械工业出版社
- 出版年份：1998
- ISBN：7111064216
- 标注页数：558 页
- PDF页数：583 页
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PART Ⅰ 1
Selling as a Profession 1
1 The Life. Times. and Career of the Professional Salesperson 2
2 Relationship Marketing: Where Personal Selling Fits 38
3 Social. Ethical. and Legal Issues in Selling 64
PART Ⅱ 93
Prepazatian for Relationship Selling 93
4 The Psychology of Selling: Why People Buy 94
5 Communication and Persuasion: It's Not All Talk 130
6 Sales Knowledge; Customers. Products. Technologies 156
PABT Ⅲ 189
The Relationship Selling Process 189
7 Find Your Prospect. Then Plan Your Sales Call 190
8 Select Your Presentation Method. Then Open It Strategically 226
9 Elements of Making a Great Sales Presentation 270
10 Welcome Your Prospect's Objections 302
11 Closing Begins the Relationship 336
12 Service and Follow-up for Customer Retention 368
PART Ⅳ 389
Cazeezs in Selling 389
13 Retail Selling: Challenging and Rewarding 390
14 Organizational Selling: Business. Services. and Nonprofit 418
PART Ⅳ 439
Managing yourself, your Cazeez and Others 439
15 Time. Territory and Self-Management: Keys to Success 440
16 Planning, Organizing, Staffing of Successful Salespeople 464
17 Motivation. Compensation. Leadership. and Evaluation of Salespeople 498
Notes 530
Glossary of Selling Terms 538
Photo Credits and Acknowledgments 547
Name Index 549
Company Index 551
Subject Index 553