| 000 -LEADER |
|---|
| fixed length control field |
39034cam a2208461Ii 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
161088 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
030310s20042004maua b 001 0 eng |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0071214615 (International : alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0072834617 (alk. paper) |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0072834684 (CD-ROM) |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
MEF |
| Language of cataloging |
eng |
| Description conventions |
rda |
| 049 ## - LOCAL HOLDINGS (OCLC) |
|---|
| Holding library |
TR-IsMEF |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.F87 2004 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Futrell, Charles, |
| Relator term |
author. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Fundamentals of selling : |
| Remainder of title |
customers for life through service / |
| Statement of responsibility, etc. |
Charles M. Futrell, Texas A&M University. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
Eight edition, International edition. |
| 264 1# - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
Boston, Mass. : |
| Name of producer, publisher, distributor, manufacturer |
McGraw-Hill/Irwin, |
| Date of production, publication, distribution, manufacture, or copyright notice |
2004. |
| 264 4# - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
©2004 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxiii, 610 pages : |
| Other physical details |
illustrations ; |
| Dimensions |
26 cm. + |
| Accompanying material |
1 CD-ROM (3 1/2 in.) |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Source |
rdacontent |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
two-dimensional moving image |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Source |
rdamedia |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
computer |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Source |
rdacarrier |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
computer disc |
| Source |
rdacarrier |
| 490 #4 - SERIES STATEMENT |
|---|
| Series statement |
The McGraw-Hill/Irwin series in marketing |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references (pages 587-591) and index. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc |
This work develops contemporary themes such as relationship selling and technology. It includes end-of-chapter case material, career profiles, summaries of major selling issues, sales application questions, and further exploring the sales world exercises. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling. |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
<a href="https://www.loc.gov/catdir/enhancements/fy0614/2003046332-d.html">https://www.loc.gov/catdir/enhancements/fy0614/2003046332-d.html</a> |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents only |
| Uniform Resource Identifier |
<a href="https://www.loc.gov/catdir/enhancements/fy0614/2003046332-t.html">https://www.loc.gov/catdir/enhancements/fy0614/2003046332-t.html</a> |
| 856 42 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Publisher description |
| Uniform Resource Identifier |
<a href="https://www.loc.gov/catdir/enhancements/fy0614/2003046332-d.html">https://www.loc.gov/catdir/enhancements/fy0614/2003046332-d.html</a> |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents only |
| Uniform Resource Identifier |
<a href="https://www.loc.gov/catdir/enhancements/fy0614/2003046332-t.html">https://www.loc.gov/catdir/enhancements/fy0614/2003046332-t.html</a> |
| 900 ## - EQUIVALENCE OR CROSS-REFERENCE-PERSONAL NAME [LOCAL, CANADA] |
|---|
| Personal name |
MEF Üniversitesi Kütüphane katalog kayıtları RDA standartlarına uygun olarak üretilmektedir / MEF University Library Catalogue Records are Produced Compatible by RDA Rules |
| 910 ## - USER-OPTION DATA (OCLC) |
|---|
| User-option data |
Çağlayan |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Source of classification or shelving scheme |
|
| Koha item type |
Books |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part I Selling as a profession, |
| Pages |
1. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 1 The life, times, and career of the professional salesperson, |
| Pages |
2. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is setting?, |
| Pages |
3. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Personal selling today, |
| Pages |
4. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
How some salespeople are viewed, |
| Pages |
4. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What about you?, |
| Pages |
5. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
A new definition of personal selling, |
| Pages |
6. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Think of your grandmother, |
| Pages |
6. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The golden rule of personal selling, |
| Pages |
7. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Salesperson differences, |
| Pages |
7. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Everybody sells!, |
| Pages |
8. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What salespeople are paid to do, |
| Pages |
8. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Why choose a sales career?, |
| Pages |
8. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Service: helping others, |
| Pages |
9. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A variety of sales jobs are available, |
| Pages |
9. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Freedom of action: you're on your own, |
| Pages |
13. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Job challenge is always there, |
| Pages |
14. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Opportunities for advancement are great, |
| Pages |
14. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Rewards: the sky's the limit, |
| Pages |
15. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
You can move quickly into management, |
| Pages |
16. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Is a sales career rigjt for you?, |
| Pages |
16. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A sales manager's view of recruit, |
| Pages |
16. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Success in selling-what does it take, |
| Pages |
17. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
S-success begins with love, |
| Pages |
17. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
S-service to others, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
U-use the golden rule of selling, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
C-communication ability, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
C-characteristics for the job, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
E-excels at strategic thinking, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
S-sales knowledge at the M.D. level, |
| Pages |
18. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
S-stamina for the challenge, |
| Pages |
18. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
C-characteristics for the job examined, |
| Pages |
20. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Do success characteristics describe you?, |
| Pages |
22. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Relationship selling, |
| Pages |
23. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales jobs are different, |
| Pages |
24. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What does a professional salesperson do?, |
| Pages |
24. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Reflect back, |
| Pages |
26. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The future for salespeople, |
| Pages |
27. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Learning selling skills, |
| Pages |
27. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Preparing for the 21st century, |
| Pages |
28. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Selling is for large and small organizations, |
| Pages |
31. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The plan of the textbook, |
| Pages |
32. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Building relationships through the sales process, |
| Pages |
32. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
34. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
34. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
34. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
35. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: are you a global traveler?, |
| Pages |
35. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
1-1 What they didin't teach us in sales class, |
| Pages |
36. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Chapter 1 Appendix: the golden rule of personal selling as told by a salesperson, |
| Pages |
37. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 2 Relationship marketing: where personal selling fits, |
| Pages |
40. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is the purpose of business?, |
| Pages |
41. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is marketing?, |
| Pages |
41. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Marketing's definition, |
| Pages |
41. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Marketing's not limited to business, |
| Pages |
42. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Exchange and transactions, |
| Pages |
42. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Customer orientation's evolution, |
| Pages |
42. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The production concept, |
| Pages |
42. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The selling concept, |
| Pages |
43. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The marketing concept, |
| Pages |
43. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Marketing's importance in the firm, |
| Pages |
44. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Marketing generates sales, |
| Pages |
45. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Marketing provides quality customer service, |
| Pages |
45. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Essentials of a firm's marketing effort, |
| Pages |
45. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Product: it's more than you think, |
| Pages |
45. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Price: it's important to success, |
| Pages |
46. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Distribution: it has to be available, |
| Pages |
47. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Promotion: you have to tell people about it, |
| Pages |
48. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Relationship marketing, |
| Pages |
50. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Relationship marketing and the sales force, |
| Pages |
50. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Personal selling builds relationships, |
| Pages |
50. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Salespeople implement relationship marketing, |
| Pages |
52. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Levels of relationship marketing, |
| Pages |
53. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Partnering with customers, |
| Pages |
53. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The new consultative selling, |
| Pages |
55. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Three roles of consultative selling, |
| Pages |
55. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
E-selling: technology and information build relationships, |
| Pages |
58. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What's a salesperson worth?, |
| Pages |
59. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The key to success, |
| Pages |
60. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
61. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
62. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
62. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
62. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: what should your children's college major be?, |
| Pages |
62. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
2-1 Reynolds & Reynolds, |
| Pages |
63. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 13 Ethics first... then customer relationships, |
| Pages |
66. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Social, ethical and legal influences, |
| Pages |
67. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Management's social responsibilities, |
| Pages |
68. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Organizational stakeholders, |
| Pages |
68. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
An organization's main responsibilities, |
| Pages |
69. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
How to demonstrate social responsibility, |
| Pages |
70. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What influences ethical behavior?, |
| Pages |
71. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The individual's role, |
| Pages |
71. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The organization's role, |
| Pages |
72. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Are there any ethical guidelines?, |
| Pages |
72. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What does the research say?, |
| Pages |
72. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What does one do?, |
| Pages |
72. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Is your conscience reliable?, |
| Pages |
73. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sources of significant influence, |
| Pages |
73. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Three guidelines for making ethical decisions, |
| Pages |
73. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Will the golden rule help?, |
| Pages |
74. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Management's ethical responsibilities, |
| Pages |
75. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What is ethical behavior?, |
| Pages |
76. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What is an ethical dilemma?, |
| Pages |
76. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Ethics in dealing with salespeople, |
| Pages |
76. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Level of sales pressure, |
| Pages |
77. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Decisions affecting territory, |
| Pages |
77. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
To tell the truth?, |
| Pages |
78. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The III salesperson, |
| Pages |
78. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Employee rights, |
| Pages |
79. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Salespeople's ethics in dealing with their employers, |
| Pages |
81. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Misusing company assets, |
| Pages |
81. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Moonlighting, |
| Pages |
82. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Cheating, |
| Pages |
82. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Affecting other salespeople, |
| Pages |
82. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Technology theft, |
| Pages |
82. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Ethics in dealing with customers, |
| Pages |
82. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Bribes, |
| Pages |
83. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Misrepresentation, |
| Pages |
83. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Price discrimination, |
| Pages |
88. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Tie-in sales, |
| Pages |
88. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Exclusive dealership, |
| Pages |
88. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Reciprocity, |
| Pages |
88. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sales restrictions, |
| Pages |
88. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The international side of ethics, |
| Pages |
89. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Managing sales ethics, |
| Pages |
90. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Follow the leader, |
| Pages |
90. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Leader selection is important, |
| Pages |
91. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Establish a code of ethics, |
| Pages |
91. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Create ethical structures, |
| Pages |
91. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Encourage whistle-blowing, |
| Pages |
92. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Create an ethical sales climate, |
| Pages |
92. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Establish control systems, |
| Pages |
92. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Ethics in business and sales, |
| Pages |
92. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Helpful hints to making career decisions, |
| Pages |
93. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Do your research!, |
| Pages |
93. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
95. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
95. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
96. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
96. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: ethical work climate, |
| Pages |
96. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Cases. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
3-1 Fancy frozen foods, |
| Pages |
97. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
3-2 Sports shirts, Inc., |
| Pages |
98. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part II Preparation for relationship selling, |
| Pages |
101. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 4 The psychology of selling: why people buy, |
| Pages |
102. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Why people buy-the black box approach, |
| Pages |
103. |
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| Title of a work |
Psychological influences on buying, |
| Pages |
104. |
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| Title of a work |
Motivation to buy must be there, |
| Pages |
104. |
| 970 11 - REFERENCES |
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| Title of a work |
Economic needs: the best value for the money, |
| Pages |
104. |
| 970 11 - REFERENCES |
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| Title of a work |
Awareness of needs: some buyers are unsure, |
| Pages |
104. |
| 970 12 - REFERENCES |
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| Title of a work |
A FaBulous approach to buyer need satisfaction, |
| Pages |
106. |
| 970 11 - REFERENCES |
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| Title of a work |
The product's features: so what?, |
| Pages |
106. |
| 970 11 - REFERENCES |
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| Title of a work |
The product's advantages: prove it!, |
| Pages |
106. |
| 970 11 - REFERENCES |
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| Title of a work |
The product's benefits: what's in it for me?, |
| Pages |
107. |
| 970 11 - REFERENCES |
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| Title of a work |
Order can be important, |
| Pages |
108. |
| 970 12 - REFERENCES |
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| Title of a work |
How to determine important buying needs-a key to success, |
| Pages |
109. |
| 970 12 - REFERENCES |
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| Title of a work |
The trial close-a great way to uncover needs and sell, |
| Pages |
110. |
| 970 12 - REFERENCES |
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| Title of a work |
SELL sequence, |
| Pages |
112. |
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| Title of a work |
Your buyer's perception, |
| Pages |
114. |
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| Title of a work |
Perceptions, attitudes, and beliefs, |
| Pages |
116. |
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| Title of a work |
Example of a buyer's misperceptions, |
| Pages |
116. |
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| Title of a work |
The buyer's personality should be considered, |
| Pages |
117. |
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| Title of a work |
Self-concept, |
| Pages |
117. |
| 970 12 - REFERENCES |
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| Title of a work |
Adaptive selling based on buyer's style, |
| Pages |
118. |
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| Title of a work |
Personality typing, |
| Pages |
118. |
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| Title of a work |
Adapt your presentation to the buyer's style, |
| Pages |
118. |
| 970 11 - REFERENCES |
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| Title of a work |
What is your style?, |
| Pages |
121. |
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| Title of a work |
You can classify buying situations, |
| Pages |
121. |
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| Title of a work |
Some decisions are routine, |
| Pages |
121. |
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| Title of a work |
Some decisions are limited, |
| Pages |
122. |
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| Title of a work |
Some decisions are extensive, |
| Pages |
122. |
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| Title of a work |
Technology provides information, |
| Pages |
122. |
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| Title of a work |
View buyers as decision-makers, |
| Pages |
123. |
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| Title of a work |
Need arousal, |
| Pages |
124. |
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| Title of a work |
Collection of information, |
| Pages |
124. |
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| Title of a work |
Purchase decision, |
| Pages |
125. |
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| Title of a work |
Postpurchase, |
| Pages |
126. |
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| Title of a work |
Satisfied customers are easier to sell to, |
| Pages |
127. |
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| Title of a work |
To buy or not to buy-a choice decision, |
| Pages |
127. |
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| Title of a work |
Sumary of major selling issues, |
| Pages |
129. |
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| Title of a work |
Key terms for selling, |
| Pages |
130. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
130. |
| 970 12 - REFERENCES |
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| Title of a work |
Further exploring the sales world, |
| Pages |
133. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (Sales), |
| Pages |
133. |
| 970 11 - REFERENCES |
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| Title of a work |
Sale 1 of 7-chapter 4, |
| Pages |
133. |
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| Title of a work |
Selling experiential exercise: is organizational selling for you?, |
| Pages |
134. |
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| Title of a work |
4-1 Economy ceiling fans, Inc., |
| Pages |
134. |
| 970 11 - REFERENCES |
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| Title of a work |
4-2 McDonald's ford dealership, |
| Pages |
135. |
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| Title of a work |
Chapter 5 Communication for relationship building: it's not all talk, |
| Pages |
136. |
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| Title of a work |
Communication: it takes two, |
| Pages |
137. |
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| Title of a work |
Salesperson-buyer communication process requires feedback, |
| Pages |
138. |
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| Title of a work |
Nonverbal communication: watch for it, |
| Pages |
140. |
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| Title of a work |
Concept of space, |
| Pages |
140. |
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| Title of a work |
Communication through apperance and the handshake, |
| Pages |
142. |
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| Title of a work |
Body language give you clues, |
| Pages |
144. |
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| Title of a work |
Barriers to communication, |
| Pages |
148. |
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| Title of a work |
Master persuasive communication to maintain control, |
| Pages |
150. |
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| Title of a work |
Feedback guides your presentation, |
| Pages |
151. |
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| Title of a work |
Remember the trial close, |
| Pages |
151. |
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| Title of a work |
Empathy puts you in your customer's shoes, |
| Pages |
152. |
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| Title of a work |
Keep it simple, |
| Pages |
152. |
| 970 11 - REFERENCES |
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| Title of a work |
Creating mutual trust develops friendship, |
| Pages |
152. |
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| Title of a work |
Listening clues you in, |
| Pages |
153. |
| 970 11 - REFERENCES |
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| Title of a work |
Your attitude makes the difference, |
| Pages |
157. |
| 970 11 - REFERENCES |
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| Title of a work |
Proof statements make you believable, |
| Pages |
157. |
| 970 12 - REFERENCES |
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| Title of a work |
Summary of major selling issues, |
| Pages |
158. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
159. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
159. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
161. |
| 970 12 - REFERENCES |
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| Title of a work |
Selling experiential exercise: listening self-inventory, |
| Pages |
161. |
| 970 11 - REFERENCES |
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| Title of a work |
5-1 Skaggs manufacturing, |
| Pages |
162. |
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| Title of a work |
5-2 Alabama office supply, |
| Pages |
162. |
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| Title of a work |
Chapter 6 Sales knowledge: customers, products, technologies, |
| Pages |
164. |
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| Title of a work |
Sources of sales knowledge, |
| Pages |
165. |
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| Title of a work |
Knowledge builds relationships, |
| Pages |
166. |
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| Title of a work |
Knowledge increases confidence in salespeople..., |
| Pages |
166. |
| 970 11 - REFERENCES |
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| Title of a work |
...and in buyers, |
| Pages |
166. |
| 970 11 - REFERENCES |
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| Title of a work |
Relationships increase sales, |
| Pages |
166. |
| 970 12 - REFERENCES |
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| Title of a work |
Know your customers, |
| Pages |
166. |
| 970 12 - REFERENCES |
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| Title of a work |
Know your company, |
| Pages |
166. |
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| Title of a work |
General company information, |
| Pages |
168. |
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| Title of a work |
Know your product, |
| Pages |
169. |
| 970 12 - REFERENCES |
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| Title of a work |
Know your resellers, |
| Pages |
170. |
| 970 12 - REFERENCES |
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| Title of a work |
Advertising aids salespeople, |
| Pages |
170. |
| 970 11 - REFERENCES |
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| Title of a work |
Types of advertising differ, |
| Pages |
170. |
| 970 11 - REFERENCES |
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| Title of a work |
Why spend money on advertising?, |
| Pages |
172. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales promotion generates sales, |
| Pages |
173. |
| 970 11 - REFERENCES |
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| Title of a work |
Point-of purchase displays: get them out there, |
| Pages |
173. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Shelf positioning is important to your success, |
| Pages |
173. |
| 970 11 - REFERENCES |
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| Title of a work |
Premiums, |
| Pages |
174. |
| 970 12 - REFERENCES |
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| Title of a work |
What's it worth? pricing your product, |
| Pages |
174. |
| 970 12 - REFERENCES |
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| Title of a work |
Know you competition, industry, and economy, |
| Pages |
175. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Personal computers and selling, |
| Pages |
176. |
| 970 12 - REFERENCES |
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| Title of a work |
Knowledge of technology enhances sales and customer service, |
| Pages |
178. |
| 970 11 - REFERENCES |
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| Title of a work |
Personal productivity, |
| Pages |
179. |
| 970 11 - REFERENCES |
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| Title of a work |
Communications with customers and employer, |
| Pages |
181. |
| 970 11 - REFERENCES |
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| Title of a work |
Customer order processing and service support, |
| Pages |
182. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales: internet and the world wide web, |
| Pages |
183. |
| 970 11 - REFERENCES |
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| Title of a work |
The internet, |
| Pages |
183. |
| 970 11 - REFERENCES |
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| Title of a work |
World wide web, |
| Pages |
183. |
| 970 12 - REFERENCES |
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| Title of a work |
Global technology provides service, |
| Pages |
184. |
| 970 12 - REFERENCES |
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| Title of a work |
Technology etiquette, |
| Pages |
185. |
| 970 11 - REFERENCES |
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| Title of a work |
Netiquette, |
| Pages |
185. |
| 970 11 - REFERENCES |
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| Title of a work |
Cell phones, |
| Pages |
186. |
| 970 11 - REFERENCES |
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| Title of a work |
Voice mail, |
| Pages |
186. |
| 970 11 - REFERENCES |
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| Title of a work |
Faxes, |
| Pages |
187. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Speakerphones and conference calls, |
| Pages |
187. |
| 970 11 - REFERENCES |
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| Title of a work |
Pagers, |
| Pages |
187. |
| 970 12 - REFERENCES |
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| Title of a work |
Summary of major selling issues, |
| Pages |
187. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
188. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
188. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
189. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: how is your self-confidence?, |
| Pages |
190. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 6 appendix: sales arithmetic and pricing, |
| Pages |
191. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
200. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
200. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (SALES), |
| Pages |
201. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sale 2 of 7 - chapter 6, |
| Pages |
202. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
6A-1 Clair cosmetics, |
| Pages |
202. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
6A-2 McBath women's apparel, |
| Pages |
202. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
6A-3 Electric generator corporation, |
| Pages |
204. |
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| Title of a work |
6A-4 Frank's driling service, |
| Pages |
204. |
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|---|
| Title of a work |
Part III The relationship selling process, |
| Pages |
205. |
| 970 12 - REFERENCES |
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| Title of a work |
Chapter 7 prospecting-the lifeblood of selling, |
| Pages |
206. |
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| Title of a work |
The sales process has 10 steps, |
| Pages |
207. |
| 970 12 - REFERENCES |
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| Pages |
208. |
| 970 12 - REFERENCES |
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| Title of a work |
Prospecting-the lifeblood of selling, |
| Pages |
209. |
| 970 12 - REFERENCES |
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| Title of a work |
Where to find prospects, |
| Pages |
209. |
| 970 12 - REFERENCES |
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| Title of a work |
Planning a prospecting strategy, |
| Pages |
210. |
| 970 12 - REFERENCES |
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| Title of a work |
Prospecting methods, |
| Pages |
210. |
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| Title of a work |
E-prospecting on the web, |
| Pages |
211. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Cold canvassing, |
| Pages |
211. |
| 970 11 - REFERENCES |
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| Title of a work |
Endless chain customer referral, |
| Pages |
212. |
| 970 11 - REFERENCES |
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| Title of a work |
Orphaned customers, |
| Pages |
212. |
| 970 11 - REFERENCES |
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| Title of a work |
Sales lead clubs, |
| Pages |
214. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Get lists of prospects, |
| Pages |
214. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Become an expert-get published, |
| Pages |
215. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Public exhibitions and demonstrations, |
| Pages |
215. |
| 970 11 - REFERENCES |
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| Title of a work |
Center of influence, |
| Pages |
217. |
| 970 11 - REFERENCES |
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| Title of a work |
Direct mail, |
| Pages |
217. |
| 970 11 - REFERENCES |
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| Title of a work |
Telephone and telemarketing, |
| Pages |
217. |
| 970 11 - REFERENCES |
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| Title of a work |
Observation, |
| Pages |
219. |
| 970 11 - REFERENCES |
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| Title of a work |
Networking, |
| Pages |
219. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Prospecting guidelines, |
| Pages |
220. |
| 970 11 - REFERENCES |
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| Title of a work |
Referrals used in most prospecting methods, |
| Pages |
220. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The prospect pool, |
| Pages |
220. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The referral cycle, |
| Pages |
221. |
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| Title of a work |
The parallel referral sale, |
| Pages |
222. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The secret is to ask correctly, |
| Pages |
222. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The preapproach, |
| Pages |
222. |
| 970 11 - REFERENCES |
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| Title of a work |
The presentation, |
| Pages |
223. |
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|---|
| Title of a work |
Product delivery, |
| Pages |
224. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Service and follow-up, |
| Pages |
224. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Don2t mistreat the referral, |
| Pages |
225. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Call reluctance costs you money!, |
| Pages |
225. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Obtaining the sales interview, |
| Pages |
225. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The benefits of appointment making, |
| Pages |
225. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Wireless e-mail helps you keep in contact and prospect, |
| Pages |
229. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
230. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
231. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
231. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
232. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: your attitude toward selling, |
| Pages |
232. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Cases. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
7-1 Canadian equipment corporation, |
| Pages |
233. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
7-2 Montreal satelites, |
| Pages |
233. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 8 Planning the sales call is a must!, |
| Pages |
234. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Strategic customer sales planning-the preapproach, |
| Pages |
235. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The preapproach, |
| Pages |
235. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Strategic needs, |
| Pages |
235. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Creative solutions, |
| Pages |
236. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Mutually beneficial agreements, |
| Pages |
236. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The customer relationship model, |
| Pages |
237. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Reasons for planning the sales call, |
| Pages |
237. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Elements of sales call planning, |
| Pages |
239. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Always have a sales call objective, |
| Pages |
239. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The prospect's mental steps, |
| Pages |
245. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Attention, |
| Pages |
245. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Interest, |
| Pages |
245. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Desire, |
| Pages |
245. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conviction, |
| Pages |
245. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Purchase or action, |
| Pages |
245. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Overview of the selling process, |
| Pages |
246. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
248. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
249. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
249. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
250. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: plan ypur apperance-it projects your image!, |
| Pages |
250. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (SALES), |
| Pages |
251. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
SALE 3 of 7 - chapter 8, |
| Pages |
251. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
8-1 Ms. Hansen's mental steps in buying your product, |
| Pages |
251. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
8-2 Machinery lubricants, Inc., |
| Pages |
252. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 9 Carefully select which sales presentation method to use, |
| Pages |
254. |
| 970 12 - REFERENCES |
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| Title of a work |
Sales presentation strategy, |
| Pages |
255. |
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| Title of a work |
Sales presentation methods-select one carefully, |
| Pages |
256. |
| 970 12 - REFERENCES |
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| Title of a work |
One carefully, |
| Pages |
256. |
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The memorized sales presentation, |
| Pages |
257. |
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| Title of a work |
The formula presentation, |
| Pages |
259. |
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| Title of a work |
The need-satisfaction presentation, |
| Pages |
262. |
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| Title of a work |
The problem-solution presentation, |
| Pages |
263. |
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| Title of a work |
The group presentation, |
| Pages |
264. |
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| Title of a work |
Negotiating so everyone wins, |
| Pages |
267. |
| 970 11 - REFERENCES |
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| Title of a work |
What is the best presentation method?, |
| Pages |
271. |
| 970 12 - REFERENCES |
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| Title of a work |
Sales presentations go high-tech, |
| Pages |
271. |
| 970 12 - REFERENCES |
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| Title of a work |
Select the presentation method, them the approach, |
| Pages |
271. |
| 970 12 - REFERENCES |
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| Title of a work |
Let's review before moving on!, |
| Pages |
271. |
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| Title of a work |
What's important to know?, |
| Pages |
271. |
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| Title of a work |
Summary of major selling issues, |
| Pages |
273. |
| 970 12 - REFERENCES |
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| Title of a work |
Key terms for selling, |
| Pages |
273. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
274. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
274. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: is selling for you?, |
| Pages |
274. |
| 970 11 - REFERENCES |
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| Title of a work |
9-1 Cascade soap company, |
| Pages |
275. |
| 970 11 - REFERENCES |
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| Title of a work |
9-2 A Retail sales presentation, |
| Pages |
275. |
| 970 11 - REFERENCES |
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| Title of a work |
9-3 Negotiating with a friend, |
| Pages |
277." |
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| Title of a work |
Chapter 10 Begin your presentation strategically, |
| Pages |
278. |
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| Title of a work |
What is the approach?, |
| Pages |
279. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The right to approach, |
| Pages |
280. |
| 970 12 - REFERENCES |
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| Title of a work |
The approach-opening the sales presentation, |
| Pages |
281. |
| 970 11 - REFERENCES |
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| Title of a work |
Your attitude during the approach, |
| Pages |
281. |
| 970 11 - REFERENCES |
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| Title of a work |
The first impression you make is critical to success, |
| Pages |
282. |
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| Title of a work |
Small talk warms' em up, |
| Pages |
284. |
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| Title of a work |
The situational approach, |
| Pages |
284. |
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| Title of a work |
Opening with statements, |
| Pages |
285. |
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| Title of a work |
Demonstration openings, |
| Pages |
287. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Opening with questions, |
| Pages |
288. |
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| Title of a work |
Technology in the approach, |
| Pages |
294. |
| 970 12 - REFERENCES |
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| Title of a work |
Is the approach important?, |
| Pages |
295. |
| 970 12 - REFERENCES |
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| Title of a work |
Using questions results in sales success, |
| Pages |
295. |
| 970 11 - REFERENCES |
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| Title of a work |
The direct questions, |
| Pages |
296. |
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| Title of a work |
The nondirective question, |
| Pages |
296. |
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| Title of a work |
The rephrasing question, |
| Pages |
296. |
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| Title of a work |
The redirect question, |
| Pages |
297. |
| 970 11 - REFERENCES |
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| Title of a work |
Three rules for using questions, |
| Pages |
297. |
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| Title of a work |
Is the prospect still not listening?, |
| Pages |
298. |
| 970 12 - REFERENCES |
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| Title of a work |
Be flexible in your approach, |
| Pages |
299. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
299. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
300. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
300. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
303. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (SALES), |
| Pages |
303. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sale 4 of 7 - chapter 10, |
| Pages |
303. |
| 970 11 - REFERENCES |
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| Title of a work |
10-1 The thompshon company, |
| Pages |
304. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
10-2 The copy corporation, |
| Pages |
304. |
| 970 11 - REFERENCES |
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| Title of a work |
10-3 Electronic office security corporation, |
| Pages |
305. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 11 Elements of a great sales presentation, |
| Pages |
308. |
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| Title of a work |
The purpose of the presentation, |
| Pages |
310. |
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| Title of a work |
Three essential steps within the presentation, |
| Pages |
311. |
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| Title of a work |
Remember your FABs!, |
| Pages |
312. |
| 970 12 - REFERENCES |
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| Title of a work |
The sales presentation mix, |
| Pages |
313. |
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| Title of a work |
Persuasive communication, |
| Pages |
313. |
| 970 11 - REFERENCES |
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| Title of a work |
Participation is essential to success, |
| Pages |
317. |
| 970 11 - REFERENCES |
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| Title of a work |
Proof statements build believability, |
| Pages |
318. |
| 970 11 - REFERENCES |
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| Title of a work |
The visiual presentation-show and tell, |
| Pages |
320. |
| 970 12 - REFERENCES |
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| Title of a work |
Visual aids help tell the story, |
| Pages |
321. |
| 970 12 - REFERENCES |
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| Title of a work |
Dramatization improves your chances, |
| Pages |
321. |
| 970 12 - REFERENCES |
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| Title of a work |
Demonstrations prove it, |
| Pages |
323. |
| 970 11 - REFERENCES |
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| Title of a work |
A demonstration checklist, |
| Pages |
324. |
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| Title of a work |
Use participation in your demonstration, |
| Pages |
325. |
| 970 11 - REFERENCES |
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| Title of a work |
Reasons for using visual aids, dramatics and demonstrations, |
| Pages |
325. |
| 970 11 - REFERENCES |
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| Title of a work |
Guidelines for using visual aids, dramatics, and demonstration, |
| Pages |
325. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Technology can help!, |
| Pages |
326. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The sales presentation goal model, |
| Pages |
326. |
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| Title of a work |
The ideal presentation, |
| Pages |
327. |
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| Title of a work |
Be prepared for presentation difficulties, |
| Pages |
327. |
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| Title of a work |
How to handle interruptions, |
| Pages |
328. |
| 970 11 - REFERENCES |
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| Title of a work |
Should you discuss the competition?, |
| Pages |
328. |
| 970 11 - REFERENCES |
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| Title of a work |
Be professional, |
| Pages |
329. |
| 970 11 - REFERENCES |
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| Title of a work |
Where the presentation takes place, |
| Pages |
330. |
| 970 11 - REFERENCES |
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| Title of a work |
Diagnose the prospect to determine your sales presentation, |
| Pages |
330. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
330. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
331. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
332. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
333. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercise (SALES), |
| Pages |
333. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sale 5 of 7-chapter 11, |
| Pages |
333. |
| 970 11 - REFERENCES |
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| Title of a work |
11-1 Dyno electric cart company, |
| Pages |
334. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
11-2 Major oil, Inc., |
| Pages |
334. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 12 Welcome your prospect's objections, |
| Pages |
338. |
| 970 12 - REFERENCES |
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| Title of a work |
Welcome objections!, |
| Pages |
339. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What are objections?, |
| Pages |
339. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
When do prospects object?, |
| Pages |
339. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Objections and the sales process, |
| Pages |
340. |
| 970 12 - REFERENCES |
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| Title of a work |
Basic points to consider in meeting objections, |
| Pages |
341. |
| 970 11 - REFERENCES |
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| Title of a work |
Plan for objections, |
| Pages |
341. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Anticipate and forestall, |
| Pages |
341. |
| 970 11 - REFERENCES |
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| Title of a work |
Handle objections as they arise, |
| Pages |
343. |
| 970 11 - REFERENCES |
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| Title of a work |
Be positive, |
| Pages |
343. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Listen-hear them out, |
| Pages |
343. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Understand objections, |
| Pages |
343. |
| 970 12 - REFERENCES |
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| Title of a work |
Six major categories of objections, |
| Pages |
346. |
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| Title of a work |
The hidden objection, |
| Pages |
346. |
| 970 11 - REFERENCES |
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| Title of a work |
The stalling objection, |
| Pages |
347. |
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| Title of a work |
The no-need objection, |
| Pages |
349. |
| 970 11 - REFERENCES |
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| Title of a work |
The money objection, |
| Pages |
350. |
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| Title of a work |
The product objection, |
| Pages |
352. |
| 970 11 - REFERENCES |
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| Title of a work |
The source objection, |
| Pages |
353. |
| 970 12 - REFERENCES |
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| Title of a work |
Techniques for meeting objections, |
| Pages |
354. |
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| Title of a work |
The dodge neither denies, answers, nor ignore, |
| Pages |
355. |
| 970 11 - REFERENCES |
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| Title of a work |
Don't be afraid to pass up and objection, |
| Pages |
356. |
| 970 11 - REFERENCES |
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| Title of a work |
Rephrase and objection as a question, |
| Pages |
356. |
| 970 11 - REFERENCES |
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| Title of a work |
Postponing objections is sometimes necessary, |
| Pages |
357. |
| 970 11 - REFERENCES |
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| Title of a work |
Send it back with the boomerang method, |
| Pages |
358. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Ask questions to smoke out objections, |
| Pages |
359. |
| 970 11 - REFERENCES |
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| Title of a work |
Use direct denial tactfully, |
| Pages |
362. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The indirect denial workds, |
| Pages |
363. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Compensation or counterbalance method, |
| Pages |
363. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Let a third party answer, |
| Pages |
363. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Technology can effectively help respond to objections!, |
| Pages |
364. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
After meeting the objection-what to do?, |
| Pages |
364. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
First use a tria close-ask for opinion, |
| Pages |
364. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Move back into your presentation, |
| Pages |
365. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Move to close your sale, |
| Pages |
366. |
| 970 11 - REFERENCES |
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| Title of a work |
If you cannot overcome the objection, |
| Pages |
366. |
| 970 12 - REFERENCES |
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| Title of a work |
Summary of major selling issues, |
| Pages |
367. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
368. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
368. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
369. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (SALES), |
| Pages |
369. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sale 6 of 7-chapter 12, |
| Pages |
369. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
12-1 Ace building supplies, |
| Pages |
370. |
| 970 11 - REFERENCES |
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| Title of a work |
12-2 Electric generator corporation (B), |
| Pages |
371. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 13 Closing begins the relationship, |
| Pages |
372. |
| 970 12 - REFERENCES |
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| Title of a work |
When should i pop the question?, |
| Pages |
373. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Reading buying signals, |
| Pages |
374. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What makes a good closer?, |
| Pages |
375. |
| 970 11 - REFERENCES |
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| Title of a work |
Ask for the order and be quiet, |
| Pages |
376. |
| 970 11 - REFERENCES |
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| Title of a work |
Get the order-then move on!, |
| Pages |
376. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
How many times should you close?, |
| Pages |
377. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Closing under fire, |
| Pages |
377. |
| 970 12 - REFERENCES |
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| Title of a work |
Difficulties with closing, |
| Pages |
378. |
| 970 12 - REFERENCES |
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| Title of a work |
Essentials of closing sales, |
| Pages |
378. |
| 970 12 - REFERENCES |
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| Title of a work |
Prepare several closing techniques, |
| Pages |
380. |
| 970 11 - REFERENCES |
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| Title of a work |
The alternative-choice close is an old favorite, |
| Pages |
381. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The assumptive close, |
| Pages |
382. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The compliment close inflates the ego, |
| Pages |
382. |
| 970 11 - REFERENCES |
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| Title of a work |
The summary-of-benefits close is most popular, |
| Pages |
383. |
| 970 11 - REFERENCES |
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| Title of a work |
The continuous-yes close generates positive responses, |
| Pages |
384. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The minor-points close is not threatening, |
| Pages |
384. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The t-account or balance-sheet close was Ben Franklin's favorite, |
| Pages |
386. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The standing-room-only close gets action, |
| Pages |
388. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The probability close, |
| Pages |
388. |
| 970 11 - REFERENCES |
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| Title of a work |
The negotiation close, |
| Pages |
389. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The technology close, |
| Pages |
390. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Prepare a multiple-close sequence, |
| Pages |
390. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Close based on the situation, |
| Pages |
390. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Research reinforces these sales success strategies, |
| Pages |
392. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Keys to improved selling, |
| Pages |
393. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The business proposition and the close, |
| Pages |
394. |
| 970 11 - REFERENCES |
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| Title of a work |
Use a visual aid to close, |
| Pages |
394. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Closing begins the relationship, |
| Pages |
394. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
When you do not make the sale, |
| Pages |
395. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
397. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
397. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
398. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
399. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Student application learning exercises (SALES), |
| Pages |
401. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sale 7 of 7-chapter 13, |
| Pages |
401. |
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|---|
| Title of a work |
13-1 Skaggs omega, |
| Pages |
402. |
| 970 11 - REFERENCES |
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| Title of a work |
13-2 Central hardware supply, |
| Pages |
402. |
| 970 11 - REFERENCES |
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| Title of a work |
13-3 Furmanite service company-a multiple-close sequence, |
| Pages |
402. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 14 Service and follow-up for customer retention, |
| Pages |
404. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The importance of service and follow-up, |
| Pages |
405. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Words of sales wisdom, |
| Pages |
405. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
True caring builds relationships and sales, |
| Pages |
406. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Building a long-term business friendship, |
| Pages |
408. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What is a business friendship?, |
| Pages |
408. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
How to build a business friendship?, |
| Pages |
408. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
What is most impotant?, |
| Pages |
410. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
How many friends?, |
| Pages |
410. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Relationship marketing and customer retention, |
| Pages |
410. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Relationship marketing builds friendships, |
| Pages |
411. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The product and its service component, |
| Pages |
411. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Expectations determine service quality, |
| Pages |
412. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Customer satisfaction and retention, |
| Pages |
412. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Excellent customer service and satisfaction require technology, |
| Pages |
413. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
So, how does service increase your sales?, |
| Pages |
413. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Turn follow-up and service into a sale, |
| Pages |
414. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Account penetration is a secret to success, |
| Pages |
416. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Service can keep your customers, |
| Pages |
416. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
You lose a customer-keep on trucking, |
| Pages |
419. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Increasing your customer's sales, |
| Pages |
420. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Returned goods make you a hero, |
| Pages |
422. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Handle complaints fairly, |
| Pages |
422. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Is the customer always right?, |
| Pages |
422. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
This customer is not in the right?, |
| Pages |
423. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Dress in your armor, |
| Pages |
423. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Build a professional reputation, |
| Pages |
424. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Do's and don'ts for business salespeople, |
| Pages |
424. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
426. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
427. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
427. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
428. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiantial exercise: what's your attitude toward customer service?, |
| Pages |
428. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Cases. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
14-1 California adhesives corporation, |
| Pages |
429. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
14-2 Sport shoe corporation, |
| Pages |
429. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Part IV Managing yourself, your career, and others, |
| Pages |
431. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 15 Time, territory, and self-management: keys to success, |
| Pages |
432. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Customer form sales territories, |
| Pages |
433. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Why establish sales territories?, |
| Pages |
433. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Why sales territories may not be developed, |
| Pages |
435. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Elements of time and territory management, |
| Pages |
435. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Salesperson's sales quota, |
| Pages |
435. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Account analysis, |
| Pages |
435. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Develop account objectives and sales quotas, |
| Pages |
439. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Territory-time allocation, |
| Pages |
439. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Return on time invested, |
| Pages |
440. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Customer sales planning, |
| Pages |
444. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Scheduling and routing, |
| Pages |
444. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Using the telephone for territorial coverage, |
| Pages |
446. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Territory and customer evaluation, |
| Pages |
448. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major selling issues, |
| Pages |
449. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for selling, |
| Pages |
450. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
450. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
451. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise, |
| Pages |
451. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
15-1 Your selling day: a time and territory game, |
| Pages |
452. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
15-2 Sally Malone's district-development of an account segmentation plan, |
| Pages |
453. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 16 Planning, staffing, and training successful salespeople, |
| Pages |
456. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Transition from salesperson to sales manager, |
| Pages |
457. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
When changes occur?, |
| Pages |
457. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The experience of being promoted, |
| Pages |
458. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Problems new managers experience, |
| Pages |
459. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The key to making a successful transition, |
| Pages |
459. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Technology is needed in the job, |
| Pages |
460. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Being a first-line sales manager is a challenging job, |
| Pages |
461. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is the salary for management?, |
| Pages |
461. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Overview of the job, |
| Pages |
462. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales management functions, |
| Pages |
462. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales force planning, |
| Pages |
463. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Sales forecasting, |
| Pages |
463. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The sales manager's budget, |
| Pages |
464. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Organizing the sales force, |
| Pages |
465. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Staffing: having the right people to sell, |
| Pages |
465. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
People planning, |
| Pages |
465. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Employment planning, |
| Pages |
469. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The multicultural sales organization, |
| Pages |
470. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Recruitment-finding the right people, |
| Pages |
471. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A sales manager's view of the recruit, |
| Pages |
472. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Interview follow-up, |
| Pages |
475. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Training the sales force, |
| Pages |
475. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Purposes of training, |
| Pages |
476. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Training methods, |
| Pages |
476. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Where does training take place?, |
| Pages |
478. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
When does training occur?, |
| Pages |
479. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Who is involved in training?, |
| Pages |
480. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major sales management issues, |
| Pages |
482. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for managing, |
| Pages |
483. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
483. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
483. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise: what are your people skills?, |
| Pages |
484. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 16-1 The wilson company: is a sales manager's job really for me?, |
| Pages |
484. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Chapter 17 Motivation, compensation, leadership, and evaluation of salespeople, |
| Pages |
486. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Motivation of the sales force, |
| Pages |
487. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The motivation mix: choose your ingredients carefully, |
| Pages |
487. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Compensation is more than money, |
| Pages |
488. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Straight salary plans, |
| Pages |
489. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Straight commission plans, |
| Pages |
492. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Combination plans, |
| Pages |
495. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Bonus: individual or group, |
| Pages |
496. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
The total compensation package, |
| Pages |
497. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Nonfinancial rewards are many, |
| Pages |
497. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Leadership is important to success, |
| Pages |
497. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
The leader's task and relationship behavior, |
| Pages |
498. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Choosing a leadership style, |
| Pages |
501. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
On-the-job coaching, |
| Pages |
501. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Performance evaluations let people know where they stand, |
| Pages |
502. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Performance evaluation-what is it?, |
| Pages |
502. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Reasons for performance evaluation, |
| Pages |
502. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Who should evaluate salespeople?, |
| Pages |
502. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
When should salespeople be evaluated?, |
| Pages |
502. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Performance criteria, |
| Pages |
503. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Quantitative performance criteria, |
| Pages |
503. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Qualitative performance criteria, |
| Pages |
503. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Conducting the evaluation session, |
| Pages |
504. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales managers use technology, |
| Pages |
506. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
To manage customers, |
| Pages |
507. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
To manage salespeople, |
| Pages |
507. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Summary of major sales management issues, |
| Pages |
508. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Key terms for managing, |
| Pages |
509. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales application questions, |
| Pages |
509. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Further exploring the sales world, |
| Pages |
509. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Selling experiential exercise, |
| Pages |
509. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
A failure to communicate?, |
| Pages |
509. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales management quiz, |
| Pages |
510. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
17-1 Baxter surgical supplies incorporated, |
| Pages |
510. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
17-2 The dunn corporation, |
| Pages |
512. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Appendix A: Sales call role-plays, |
| Pages |
516. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Role-play one: consumer sales, |
| Pages |
516. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Role-play two: distributor sales, |
| Pages |
517. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Role-play three: business-to-business, |
| Pages |
521. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Role-play four: business-to-business, |
| Pages |
523. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Appendix B: Personal selling experiential exercises, |
| Pages |
525. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
ACT! express, |
| Pages |
525. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sell yourself on a job interview, |
| Pages |
533. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Resume, follow-up letter, e-mail, |
| Pages |
535. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
How to create a portfolio, |
| Pages |
543. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales team building, |
| Pages |
545. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What's your style-senser, intuitor, thinker, feeler?, |
| Pages |
546. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Appendix C Sales technology directory and www.exercises, |
| Pages |
550. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales world wide web directory, |
| Pages |
550. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
ACT! and goldmine help create customers for life, |
| Pages |
552. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Sales world wide web exercises, |
| Pages |
553. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Find out about a career in sales!, |
| Pages |
553. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Use monster.com to get a job in sales, |
| Pages |
554. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Make a sale-get a job?, |
| Pages |
554. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Can the world wide web help build relationships?, |
| Pages |
555. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is ethical in the world of sales?, |
| Pages |
555. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is your personality?, |
| Pages |
555. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Business intelligence: can the web help?, |
| Pages |
556. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Planning your sales call on Dell computer: location, travel, maps, reserach, |
| Pages |
556. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Finding people, organizations, maps, areas, phone, and address, |
| Pages |
557. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
What is the best method to determine feedback?, |
| Pages |
558. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Research pays off in the sales game!, |
| Pages |
558. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Time is money, so make every minute count!, |
| Pages |
558. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Comparing places to live for your salespeople, |
| Pages |
559. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
How does your money grow in a retirement fund?, |
| Pages |
559. |
| 970 12 - REFERENCES |
|---|
| Title of a work |
Appendix D: comprehensive sales cases, |
| Pages |
560. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 1: zenith computer terminals, Inc.: development of a total business plan, |
| Pages |
560. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 2: wallis office products: defining new sales roles, |
| Pages |
564. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 3: united cosmetics, Inc.: creating a staffing program, |
| Pages |
567. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 4: mead envelope company-is a new compensation plan needed?, |
| Pages |
569. |
| 970 11 - REFERENCES |
|---|
| Title of a work |
Case 5: McDonald sporting goods company: determining the best compensation program, |
| Pages |
571. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Glossary of selling terms, |
| Pages |
577. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Notes, |
| Pages |
587. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Photo credits and acknowledgments, |
| Pages |
593. |
| 970 01 - REFERENCES |
|---|
| unimportant Title |
Index, |
| Pages |
595. |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
KOHA |
| 970 12 - REFERENCES |
|---|
| -- |
teps before the sales presentation, |