Completely revised and updated for 21st century selling, this popular text has been updated to reflect issues affecting salespeople today and beyond. The most current text on the market, Sales Management focuses on topics most important to today’s organizations, including team building, leadership, relationship selling, services and nonprofit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Dr. Futrell empowers students with the tools to win customers for life.

Sales Management

Business & Money

Futrell,Charles

Management & Leadership

Dryden Press

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.

Finance

Harcourt College Pub.

Completely revised and updated for 21st century selling, this popular text has been updated to reflect issues affecting salespeople today and beyond. The most current text on the market, Sales Management focuses on topics most important to today’s organizations, including team building, leadership, relationship selling, services and nonprofit selling, global selling, the multicultural workplace, technology, small business, and increasing competition. A salesperson turned professor, Dr. Futrell empowers students with the tools to win customers for life.

South-Western College Pub.

Houghton Mifflin Harcourt School

Sales Management: Behavior, Practice, and Cases

ABC’s of Relationship Selling 12e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of this text has always been to demonstrate to students the order of steps within the selling process; provide numerous examples of what should be in each step; and how the steps within the selling process interact with one another. This market leader text brings a comfortable and familiar approach to the Selling discipline.

ABC's of Relationship Selling Through Service

Valvasori, Mark

Marketing & Sales

McGraw-Hill/Ryerson

The Third Canadian Edition of ABC's of Relationship Selling explores professional selling from a Canadian perspective. As the title of the book suggests, the text is centred around a philosophy about selling: that success requires mastery of selling basics, including selecting presentation styles, and effective closing techniques. In addition, other key topics such as ethics and territory management are explored. 
Although Futrell has traditionally been seen as the "relationship" book, and Manning has been called the "strategy" book, this division is no longer as cut and dry. In the current edition, Manning has moved more toward a relationship-based approach, moving to include a sales management chapter at the end of their text (including Intro Selling, Professional Selling, and Negotiations). Manning users cite the consultative model process used throughout as one of its key strengths on the strategy side. 
Through extensive reviewing, four key elements have been identified as the most difficult for students to learn and instructors to teach. It is these four key elements which directed the revision of this edition: Beginning the Sale, Closing the Sale, Handling Objections, and Ethics/Integrity-based selling.

ABC's of Relationship Selling, Third Edition by Futrell, Charles

McGraw-Hill Ryerson Higher Education

ABC's of Relationship Selling

Fundamentals of Selling

McGraw-Hill Education (ISE Editions)

Fundamentals of Selling is Irwin/McGraw-Hill's number one selling "Selling" text. Its approach is classic and practical. 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. New to this edition:
WWW exercises and Internet coverage, New ACT! Software appendix which discusses the use of this professional selling software and demonstrates how technology is used by a sales person, and PowerPoint!

Fundamentals of Selling: Customers for Life (MCGRAW HILL/IRWIN SERIES IN MARKETING)

Richard D.Irwin

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

Books by Futrell,Charles

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

Sales Management

Sales Management

Sales Management

Sales Management

Sales Management: Behavior, Practice, and Cases

ABC's of Relationship Selling Through Service

ABC's of Relationship Selling, Third Edition by Futrell, Charles

ABC's of Relationship Selling

Fundamentals of Selling

Fundamentals of Selling: Customers for Life (MCGRAW HILL/IRWIN SERIES IN MARKETING)