Personal Selling: How to Succeed in Sales

Front Cover
Business One Irwin, 1992 - Business & Economics - 509 pages
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 sales management program to show readers how to close the sale and keep clients satisfied.

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Contents

WHERE PERSONAL SELLING FITS
26
THE PSYCHOLOGY OF SELLING
46
COMMUNICATION
76
SO WHAT DO I NEED
104
Sales Promotion Generates Sales
119
FIND YOUR PROSPECTTHEN
140
SELECT YOUR PRESENTATION
170
ELEMENTS OF MAKING A GREAT
213
George W Morris Prudential Life
291
Prepare a MultipleClose Sequence
312
RETAIL SELLING IS CHALLENGING
338
Basic Retail Selling Process
346
Mike Impink Alcoa
369
Who Makes the Decisions around
375
TIME AND TERRITORY
388
SOCIAL ETHICAL AND LEGAL
412

Three Essential Steps within
221
Dramatization Improves Your
235
The Trial CloseA Major Step in the Sales
241
Bruce Scagel MMMars
251
PLANNING ORGANIZING
434
MOTIVATION COMPENSATION
470
NOTES
498
Copyright

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