| Record ID | ia:fundamentalsofse0000futr_h2j5 |
| Source | Internet Archive |
| Download MARC XML | https://archive.org/download/fundamentalsofse0000futr_h2j5/fundamentalsofse0000futr_h2j5_marc.xml |
| Download MARC binary | https://www.archive.org/download/fundamentalsofse0000futr_h2j5/fundamentalsofse0000futr_h2j5_meta.mrc |
LEADER: 04655cam 22006734a 4500
001 ocm51861989
003 OCoLC
005 20201213190819.0
008 030310s2004 maua b 001 0 eng
006 m b
007 co ug | ||
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020 $a9780072834611$q(alk. paper)
020 $a0071214615$q(International ;$qalk. paper)
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020 $a0072834684$q(CD-ROM)
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020 $a0072930217
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035 $a(OCoLC)51861989$z(OCoLC)63077679$z(OCoLC)83791502$z(OCoLC)970573066$z(OCoLC)982313226$z(OCoLC)1023842398$z(OCoLC)1027866674$z(OCoLC)1058008470$z(OCoLC)1103218845$z(OCoLC)1157041394$z(OCoLC)1198541551
037 $bDA
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050 00 $aHF5438.25$b.F87 2004
082 00 $a658.85$221
100 1 $aFutrell, Charles.
245 10 $aFundamentals of selling :$bcustomers for life through service /$cCharles M. Futrell.
250 $a8th ed.
260 $aBoston, Mass. :$bMcGraw-Hill/Irwin,$c2004.
300 $axxiii, 610 pages :$billustrations ;$c26 cm +$e1 CD-ROM (3 1/2 in.).
336 $atext$btxt$2rdacontent
337 $aunmediated$bn$2rdamedia
338 $avolume$bnc$2rdacarrier
490 1 $aThe McGraw-Hill/Irwin series in marketing
504 $aIncludes bibliographical references (pages 587-591) and index.
538 $aSystem requirements for accompanying CD-ROM: PC with 133 MHz processor or higher; 64MB RAM or higher; Microsoft Windows 98/Me/NT4/2000 or XP; VGA or higher monitor resolution; 50MB free hard disk space; CD-ROM drive.
505 0 $aMachine derived contents note: Part 1 Selling as a Profession -- Chapter 1 The Life, Times, and Career of the Professional Salesperson -- Chapter 2 Relationship Marketing: Where Personal Selling Fits -- Chapter 3 Ethics First?Then Customer Relationships -- Part 2 Preparation for Relationship Selling -- Chapter 4 The Psychology of Selling: Why People Buy -- Chapter 5 Communication for Relationship Building: It?s Not All Talk -- Chapter 6 Sales Knowledge: Customers, Products, and Technologies -- Part 3 The Relationship Selling Process -- Chapter 7 Prospecting?The Lifeblood of Selling -- Chapter 8 Planning Your Sales Call is a Must! -- Chapter 9 Carefully Select Which Sales Presentation Method to Use -- Chapter 10 Begin Your Presentation Strategically -- Chapter 11 Elements of a Great Sales Presentation -- Chapter 12 Welcome Your Prospect?s Objections -- Chapter 13 Closing Begins the Relationship -- Chapter 14 Service and Follow-up for Customer Retention -- Part 4 Managing Yourself, Your Career, and Others -- Chapter 15 Time, Territory, and Self-Management: Keys to Success -- Chapter 16 Planning, Staffing, and Training Successful Salespeople -- Chapter 17 Motivation, Compensation, Leadership, and Evaluation of Salespeople -- Appendix A Sales Call Role-Plays -- Appendix B Personal Selling Experiential Exercises -- Appendix C Sale Technology Directory and www. Exercises -- Appendix D Comprehensive Sales Cases.
506 $aCD-ROM removed due to licence restrictions.
583 1 $acommitted to retain$c20170930$d20421231$fHathiTrust$uhttps://www.hathitrust.org/shared_print_program$5AEU$zHathiTrust Shared Print commitment 2017
650 0 $aSelling.
650 7 $aSelling.$2fast$0(OCoLC)fst01111969
650 7 $aVerkauf$2gnd
776 08 $iOnline version:$aFutrell, Charles.$tFundamentals of selling.$b8th ed.$dBoston, Mass. : McGraw-Hill/Irwin, 2004$w(OCoLC)646534522
830 0 $aMcGraw-Hill/Irwin series in marketing.
856 41 $3Table of contents$uhttp://catdir.loc.gov/catdir/enhancements/fy0614/2003046332-t.html
856 42 $3Publisher description$uhttp://catdir.loc.gov/catdir/enhancements/fy0614/2003046332-d.html
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948 $hNO HOLDINGS IN P4A - 78 OTHER HOLDINGS