Completely revised and updated for 21st Century selling, this popular text has been renamed and revamped to reflect issues affecting salespeople today and well beyond. The most current text on the market, Sales Management: Teamwork, Leadership and Technology focuses on topics most important to today's organisations, including team building, leadership, relationship selling, services and non-profit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Futrell, empowers students with the tools to win customers for life. Features: * Drawing from his personal sales experience, research, and numerous interviews with practising sales reps and managers, Futrell has created a text that equips readers with the basic skills and knowledge needed to operate an outside sales force from small firms to multinational giants. * The text reflects the author's "learn by doing" approach used in his own classroom. Students gain hands-on sales training through suggested video role plays, coupled with myriad examples, end-of-chapter management application questions, innovative projects, and cases. Featured in short, medium, and longer formats, most of the end-of-chapter cases are completely new for the fifth edition. * Ethics issues are integrated throughout the text, including an entire chapter devoted to the social, ethical, and legal responsibilities of sales reps and managers, as well as end-of-chapter ethical dilemma questions. New to this edition: * Hundreds of new industry examples have been integrated throughout the fifth edition, giving students insight into real-world selling and sales management issues. Each chapter opens with an illustration from the field, introducing chapter concepts in the context of real-world practice. * A new central theme illustrates the use of technology and automation in selling and servicing prospects and customers. * The use of teams to sell, service, and oversee customers is emphasized throughout, reflecting real-world practices from the sales field. * Sales management experimental exercises have been added to each chapter, enabling students to apply chapter concepts to real-world scenarios and sharpen their own selling skills. Exercises can be completed in class or outside for subsequent in-class discussion. * Penned by sales professionals from around the globe, new "Selling and Managing Globally" boxed features integrate international insight with chapter concepts. * Discussions and examples of effective leadership--a key to high-performing sales team--have been significantly expanded throughout the text. * Sales career coverage has been expanded, illustrating to students the sales jobs in all organizations--business, service, and nonprofit.

Sales Management: Teamwork, Leadership and Technology (The Dryden Press series in marketing)

Business & Money

Futrell, Charles M.

Finance

South-Western

ABC's of Selling w/ Tutorial CD-Rom

Marketing & Sales

McGraw-Hill Ryerson Higher Education

No matter what career the student pursues, selling skills will always be an asset and will enhance communications skills. This inexpensive text is one the students keep after the class is over and they use it as a resource in the business world. ABC’s of Relationship Selling is written by a sales person turned teacher and so it is filled with practical tips and business-examples. ABC’s of Relationship Selling is an affordable, brief, paperback. It is perfect for a selling course where a brief book is preferred. Professors who spend considerable time on other resources and projects will appreciate the brief format. Schools that do not offer a separate selling course may find this short paperback a nice addition in a sales management course.

ABC's of Relationship Selling

McGraw/Hill/Irwin

Fundamentals of Selling is one of McGraw-Hill’s best-selling “Selling” texts. Its approach is classic and practical and emphasizes role-play. Charles Futrell draws widely from his own experience as a sales professional rather than from a staid theoretical perspective. Futrell continues to develop contemporary themes, such as relationship selling and technology around his classic approach.

Fundamentals of Selling 7e w/ ACT!Express CD-ROM

Economics

ABC’s of Relationship Selling is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, 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. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

ABC's of Relationship Selling w/ ACT! Express CD-ROM

"ABC's of Relationship Selling, 9/E" by Futrell is written by a sales person turned teacher and 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. This text contains a wealth of exercises and role plays. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

McGraw=Hill

FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. 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.

FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e

"ABC's of Relationship Selling, 9/E" by Futrell is written by a sales person turned teacher and 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. This text contains a wealth of exercises and role plays. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

ABCs of Relationship Selling

ABC’s of Relationship Selling, 8/e by Futrell is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, 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. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

ABC's of Relationship Selling w/ACT! Express CD-ROM (McGraw-Hill/Irwin Series in Marketing)

ABC’s of Relationship Selling, 9/e by Futrell is written by a sales person turned teacher and 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. This affordable, brief paperback contains a wealth of exercises and role plays is perfect for a selling course where professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in Marketing programs that offer a sales management course, but do not offer a separate selling course.

MP ABCs of Relationship Selling w/ ACT! Express CD

See the best price to sell, buy, or rent books by Futrell, Charles M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Futrell, Charles M.

See the best price to sell, buy, or rent books by Futrell, Charles M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Sales Management: Teamwork, Leadership and Technology (The Dryden Press series in marketing)

ABC's of Selling w/ Tutorial CD-Rom

ABC's of Relationship Selling

Fundamentals of Selling 7e w/ ACT!Express CD-ROM

ABC's of Relationship Selling w/ ACT! Express CD-ROM

ABC's of Relationship Selling

FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e

ABCs of Relationship Selling

ABC's of Relationship Selling w/ACT! Express CD-ROM (McGraw-Hill/Irwin Series in Marketing)

MP ABCs of Relationship Selling w/ ACT! Express CD