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001
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Fundamentals of Selling: Customers for Life through
Service, 10/e
Charles M Futrell, Texas A & M University
ISBN: 0073404691
Copyright year: 2008
Customers For Life Through Service, 10/e is one of
McGraw-Hill’s best-selling texts in the Selling discipline. Its
approach is classic and practical and emphasizes role-plays.
FUNDAMENTALS, written by a salesperson turned teacher, draws
widely from Charles Futrell’s experience as a sales professional
rather than from a staid theoretical perspective. The text is
filled with practical tips and business-examples gleaned from
years of experience in sales with Colgate, Upjohn, and Ayerst
and from the author’s sales consulting business. Charles Futrell
focuses on improving communication skills and emphasizes that no
matter what career a student pursues; selling skills are a
valuable asset. |
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002
Fundamentals of Selling, 9/e
Charles M. Futrell, Texas A&M University
ISBN: 0072962100
Copyright year: 2006
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 9/e
is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its
approach is classic and practical and emphasizes role-plays. FUNDAMENTALS,
written by a salesperson turned teacher, draws widely from Charles Futrell’s
experience as a sales professional rather than from a staid theoretical
perspective. The text is filled with practical tips and business-examples
gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst
and from the author’s sales consulting business. Charles Futrell focuses on
improving communication skills and emphasizes that no matter what career a
student pursues; selling skills are a valuable asset.
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Chapter 1
The Life, Times, and Career of the
Professional Salesperson |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 2
Relationship Marketing: Where Professional
Selling Fits |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 3
Ethics First, Then Customer Relationships |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 4
The Psychology of Selling: Why People Buy |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 5
Communication For Relationship Building:
It's Not All Talk |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 6
Sales Knowledge: Customers, Products,
Technologies |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 7
Prospecting, The Lifeblood of Selling |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 8
Planning the Sales Call is a Must! |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 9
Carefully Select Which Sales Presentation
Method to Use |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 10
Begin Your Presentation Strategically |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 11
Elements of a Great Sales Presentation |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 12
Welcome Your Prospect's Objections |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 13
Closing Begins the Relationship |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 14
Service and Follow-up for Customer
Retention |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 15
Time, Territory, and Self-Management: Keys
to Success |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 16
Planning, Staffing, and Training Successful
Salespeople |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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Chapter 17
Motivation, Compensation, Leadership, and
Evaluation of Salespeople |
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Case Studies
Chapter Objectives
Multiple Choice Quiz
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Summary
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003 FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e, Eighth
Edition
Information Center
Our Site
| In This Site |
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Guide to ACT! Express
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Chapter 1
The Life, Times, and Career of the
Professional Salesperson |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 2
Relationship Marketing: Where Personal
Selling Fits |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 3
Ethics First…Then Customer Relationships |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 4
The Psychology of Selling: Why People Buy |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 5
Communication for Relationship Building:
It’s Not All Talk |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 6
Sales Knowledge: Customers, Products, and
Technologies |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 7
Prospecting—The Lifeblood of Selling |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 8
Planning Your Sales Call is a Must! |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 9
Carefully Select Which Sales Presentation
Method to Use |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 10
Begin Your Presentation Strategically |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 11
Elements of a Great Sales Presentation |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 12
Welcome Your Prospect’s Objections |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 13
Closing Begins the Relationship |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 14
Service and Follow-up for Customer
Retention |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 15
Time, Territory, and Self-Management: Keys
to Success |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 16
Planning, Staffing, and Training Successful
Salespeople |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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Chapter 17
Motivation, Compensation, Leadership, and
Evaluation of Salespeople |
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Chapter Outline
Chapter Summary
Learning Objectives
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Multiple Choice Quiz
True or False
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004 Fundamentals Of Selling
at Futrell Site
Contents in Brief
Chapter Outlines
PowerPoint Slides
Test Questions
005
5 Books of
Charles Futrell At his Site
006 Go to:
Sales Management
Prof. Charles Futrell has been
writing sales textbooks for many years and now
his textbook on sales management is freely
available in PDF format. The book has 16 chapters and covers all the major issues in managing a sales force.
Our Site
Includes all the following downloadable resources
- Full 16 Chapters
PDF files.
- Full 16 Chapters Power Points.
- All Exercises for the book.
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