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ISE ABC's of Relationship Selling through Service Charles Futrell

ISE ABC's of Relationship Selling through Service By Charles Futrell

ISE ABC's of Relationship Selling through Service by Charles Futrell

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ISE ABC's of Relationship Selling through Service Summary

ISE ABC's of Relationship Selling through Service by Charles Futrell

ABC's of Relationship Selling 13e trains readers on a step-by-step selling process that is universal in nature. This edition presents the sales process or system in a logical sequence: from planning and the approach, to closing, to follow-up, for exceptional customer service.

The goal of this text has always been to help ensure that students understand the order of steps within the selling process; to provide numerous examples of what should be in each step; and to show how steps within the selling process interact with one another.

About Charles Futrell

Charles M. Futrell is the federated professor of marketingat Texas A&M University in College Station, Texas. Hehas a B.B.A., M.B.A., and Ph.D. in marketing. Dr. Futrell is a former salesperson turned professor. Before beginning his academic career, he worked in sales and marketing capacities for eight years with the Colgate Company, the Upjohn Company, and Ayerst Laboratories.Dr. Futrell serves as a frequent reviewer for several academic journals. He is on the editorial advisory board of the Journal of Marketing Theory and Practice. His research in personal selling, sales management, research methodology, and marketing management has appeared in numerous national and international journals, such as the Journal of Marketing and the Journal of Marketing Research. An article in the summer 1991 issue of the Journal of Personal Selling & Sales Management ranked Charles as one of the top three sales researchers in America. He was also recognized in Marketing Education, Summer 1997, as one of the top 100 best researchersin the marketing discipline.Professor Futrell served as the American Marketing Association as Chair of the Sales and Sales Management Special Interest Group (SIG) for the 199697 academic year. He was the first person elected to this position. Charles was elected Finance Chair for the Sales SIG's 199899 term. In 2005, this AMA group presented Charles with its Lifetime Achievement Award for commitment to excellence and service in the area of sales. Mu Kappa Tau, the National Marketing Honor Society, recognized Charles for exceptional scholarly contributions to the sales profession in 2000. This is only the fourth time this recognition has been bestowed since its creation in 1988.Dr. Futrell has written or cowritten eight successful booksfor the college and professional audience. Two of the mostpopular books are Fundamentals of Selling: Customers forLife, Sixth Edition, and ABC's of Relationship Selling through Service, Ninth Edition, both published by McGraw Hill LLC. These books are used in hundreds of U.S. and international schools. More than 300,000 students worldwide have benefited from Professor Futrell's books. In 1997 Dr. Futrell began using his website and group e-mails in his sales classes, which often have 100 students in each section. Students sign up for both a lecture period and lab time. In each semester's six labs, students are videotaped in activities such as making a joint sales call, panel interview, selling oneself on a job interview, product sales presentations, and various experiential exercises. TAMU's College of Business Administration and Graduate School of Business is one of the largest business programs in the U.S., with more than 6,000 full-time business majors. Approximately 50 percent of the marketing department's 800 majors are in Charles's personal selling and/or sales management classes at various times. He has worked with close to 10,000 students in sales-related classes.Professor Futrell's books, research, and teaching are basedon his extensive work with sales organizations of all types and sizes. This broad and rich background has resulted in his being invited to be a frequent speaker, researcher, and consultant to industry.

Table of Contents

Part I: Selling as a Profession

1.The Life, Times and Career of the Professional Salesperson

2.Ethics Firstthen Customer Relationships


Part II

3.The Psychology of Selling: Why People Buy

4.Communication for Relationship Building: Its Not All Talk

5.Sales Knowledge: Customers, Products, Technologies


Part III: The Relationship Selling Process

6.Prospecting: The Lifeblood of Selling

7.Planning the Sales Call: Its a Must!

8.Carefully Select Which Sales Presentation Method to Use

9.Begin Your Presentation Strategically

10.Elements of a Great Sales Presentation

11.Welcome Your Prospects Objections

12.Closing Begins the Relationship

13.Service and Follow-Up for Customer Retention


Part IV: Time, Territory and Self-Management

14.Time, Territory and Self-Management-Keys to Success

Appendix A: Personal Selling Experiential Exercises


Glossary of Selling Terms

Additional information

NPB9781260098853
9781260098853
1260098850
ISE ABC's of Relationship Selling through Service by Charles Futrell
Charles Futrell
New
Paperback
McGraw-Hill Education
2019-01-09
640
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
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