Charles M. Futrell, Texas A & M
University
ISBN:0073529990
Copyright year: 2011
Copyright year: 2011
Fundamentals
of Selling trains readers
on a detailed, yet broad, step-by-step selling process that is universal in
nature. Numerous sales personnel in the industry today have commented on how
this market-leading textbook reflects what they do on sales calls with
prospects and customers. The goal of Fundamentals of Selling has always been to
demonstrate to students the order of steps within the selling process; provide
numerous examples of what should be in each step; and show how the steps within
the selling process interact with one another. Combined with up-to-date content
and a strong ethical focus, the 12th edition of Fundamentals of Selling teaches
sales the way a mentor would: with a strong, practical focus that puts the
customer first.
