书目信息 |
| 书名： | Fundamentals of selling | |
| 作者： | Charles M. Futrell. | |
| 分册号： | ||
| 分册名： | 出版地： | Boston, Mass. : |
|
| 出版社： | McGraw-Hill/Irwin | |
| 出版时间： | 2004. | |
| 页数： | xxiii, 610 p. : | |
| 开本： | 26 cm. + | |
| 丛书名： | The McGraw-Hill/Irwin series in marketing | |
| 中图分类号： | ||
| 科图分类号： | ||
| 其他分类号： | H31:F713 | |
| 主题词： | ||
| 电子资源： | ||
| 000 | 03190 22004006614500 00 | |
| 001 | E0860249750 | |
| 003 | OCoLC | |
| 005 | 20080401164810.00 | |
| 007 | co ug--------- | |
| 008 | 030310s2004 maua b 001 0 eng | |
| 010 | @a2003046332 | |
| 020 | @a0-07-293021-7. | |
| 020 | @a0071214615 (International : alk. paper). | |
| 020 | @a0072834684 (CD-ROM). | |
| 040 | @aDLC@cDLC@dC#P@dIBI@dBAKER | |
| 042 | @apcc | |
| 090 | @aH31:F713 | |
| 099 | @dH31:F713@e31=8 | |
| 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 p. :@bill. ;@c26 cm. +@e1 CD-ROM (3 1/2 in.). | |
| 440 | 4 | @aThe McGraw-Hill/Irwin series in marketing |
| 504 | @aIncludes bibliographical references (p. 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 | |
| 650 | 0 | @aSelling |
| 945 | @acs2ug@bb1864013@ci44128752@o1@sN | |
| 970 | 01 | @tPhoto credits and acknowledgments@p593 |
| 970 | 01 | @tGlossary of selling terms@p577 |
| 970 | 01 | @tNotes@p587 |
| 970 | 11 | @lCh. 1@tThe life, times, and career of the professional salesperson@p2 |
| 970 | 11 | @lCh. 2@tRelationship marketing : where personal selling fits@p40 |
| 970 | 11 | @lCh. 3@tEthics first ... then customer relationships@p66 |
| 970 | 11 | @lPt. II@tPreparation for relationship selling@p101 |
| 970 | 11 | @lCh. 4@tThe psychology of selling : why people buy@p102 |
| 970 | 11 | @lCh. 5@tCommunication for relationship building : it's not all talk@p136 |
| 970 | 11 | @lCh. 6@tSales knowledge : customers, products, technologies@p164 |
| 970 | 11 | @lPt. III@tThe relationship selling process@p205 |
| 970 | 11 | @lCh. 7@tProspecting - the lifeblood of selling@p206 |
| 970 | 11 | @lCh. 8@tPlanning the sales call is a must!@p234 |
| 970 | 11 | @lCh. 9@tCarefully select which sales presentation method to use@p254 |
| 970 | 11 | @lCh. 10@tBegin your presentation strategically@p278 |
| 970 | 11 | @lCh. 11@tElements of a great sales presentation@p308 |
| 970 | 11 | @lCh. 12@tWelcome your prospect's objections@p338 |
| 970 | 11 | @lCh. 13@tClosing begins the relationship@p372 |
| 970 | 11 | @lCh. 14@tService and follow-up for customer retention@p404 |
| 970 | 11 | @lPt. IV@tManaging yourself, your career, and others@p431 |
| 970 | 11 | @lCh. 15@tTime, territory, and self-management : keys to success@p432 |
| 970 | 11 | @lCh. 16@tPlanning, staffing, and training successful salespeople@p456 |
| 970 | 11 | @lCh. 17@tMotivation, compensation, leadership, and evaluation of salespeople@p486 |
| 970 | 11 | @lApp. A@tSales call role-plays@p516 |
| 970 | 11 | @lApp. B@tPersonal selling experiential exercises@p525 |
| 970 | 11 | @lApp. C@tSales technology directory and www.exercises@p550 |
| 970 | 11 | @lApp. D@tComprehensive sales cases@p560 |
| 970 | 01 | @tIndex@p595 |
| 970 | 11 | @lPt. I@tSelling as a profession@p1 |
| 971 | @d20040608 | |
| Fundamentals of selling : : customers for life through service / / Charles M. Futrell.-8th ed.-Boston, Mass. : : McGraw-Hill/Irwin, , 2004. |
| xxiii, 610 p. : : ill. ; ; 26 cm. + + 1 CD-ROM (3 1/2 in.).- (The McGraw-Hill/Irwin series in marketing ) |
| Includes bibliographical references (p. 587-591) and index.-System 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 |
| ISBN 0-07-293021-7. |
| ● |
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正题名：Fundamentals of selling
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