Fundamentals of Selling

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
Glossary
Notes
Photo Credits
Index

Charles M. Futrell, Texas A & M University