Product Information

Complete downloadable Test Bank for Fundamentals of Selling 11th Edition by Futrell. INSTRUCTOR RESOURCE INFORMATION
TITLE: Fundamentals of Selling
RESOURCE:Test Bank
EDITION: 11th Edition
AUTHOR: Futrell
PUBLISHER: McGraw Hill Higher Education

Table of content

Chapter 1. The Life, Times, and Career of the Professional Salesperson
Chapter 2. Relationship Marketing: Where Personal Selling Fits
Chapter 3. Ethics First … Then Customer Relationships
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, Technologies
Chapter 7. Prospecting—the Lifeblood of Selling
Chapter 8. Planning the 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
Chapter 15. Time, Territory, and Self-Management: Keys to Success
Chapter 16. Planning, Staffing, and Training Successful Salespeople
Chapter 17. Motivation, Compensation, Leadership, and Evaluation of Salespeople Appendices

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