Fundamentals of Selling with ACT!Express CD-ROM

Part 1 Selling as a Profession Chapter 1 The Life, Times, and Career of the Professional Salesperson Chapter 2 Relationship Marketing: Where Personal Selling Hits Chapter 3 Social, Ethical, and Legal Issues in Selling 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 ProspectingThe 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 5 Managing Yourself, Your Career, and Others Chapter 15 Time, Territory, and Self-Management: Keys to Success Chapter 16 Planning, Organizing, and Staffing 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 Sales Technology Directory & WWW Exercises Appendix D Comprehensive Sales CasesFutrell, Charles M. is the author of 'Fundamentals of Selling with ACT!Express CD-ROM' with ISBN 9780072512090 and ISBN 0072512091.