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内容简介:
你想知道如何进行营销推介吗?您想了解如何与客户进行交流吗?您想让自己象专家那样进行营销吗?阅读本书,您将会惊喜地发现,这些问题全将迎刃而解。本书以通俗易懂的论述、明白浅显的讲解、丰富翔实的案例,生动阐述了从前期规划到售后服务的一整套营销过程。让您学到更多的知识和技巧,掌握更多的方案和策略。
作者简介:
查尔斯 M.富特雷尔(Charles M. Futrell)
得克萨斯大学营销专业教授。曾在高露洁公司及多家研究机构任职。共著有畅销教材7本,其中包括广受欢迎的《市场营销管理学》一书。
目录:
PART 1 Selling as s Professor
1 The Life. Times, and Career of the Professional Salesperson
2 Relationship Marketing: Where Personal Selling Fits
3 Social, Ethical, and Legal Issues in Selling
PART 2 Preparation for Relationship Selling
4 The Psychology of Selling: Why People Buy
5 Communication and Persuasion: It's Not All Talk
6 Sales Knowledge: Customers, Products, Technologies
PART 3 The Relationship Selling Process
7 Find your Prospect, Then Plan Your Sales Call
8 Select Your Presentation Method, Then Open It Strategically
9 Elements of Making a Great Sales Presentation
10 Welcome Your Prospect's Objections
11 Closing Begins the Relationship
12 Service and Follow-up for Customer Retention
PART 4 Cases in Selling
13 Retail Selling: Challenging and Rewarding
14 Organizational Selling: Business, Services and Nonprofit
PART 5 Managing Yourself, Your Cases, and Others
15 Time, Territory, and Self-Management: Keys to Success
16 Planning, Organizing, Staffing of Successful Salespeople
17 Motivation, Compensation, Leadership, and Evaluation of Salespeople
读者对象
高校经管类高年级本科生、MBA及社会各界从事营销与管理的有关人员
教学辅助材料:
教师指导手册
参考价格:57.00