This text and CD-ROM includes practical tips and business-examples and is aimed at courses where a brief text is preferred. It includes increased emphasis and coverage of technology, coverage of career information, and cases for student analysis.

In this text the author draws on his own experience as a sales professional rather than from a theoretical perspective. He continues to develop contemporary themes such as relationship selling and technology around his classic approach.

"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.

In this text the author draws on his own experience as a sales professional rather than from a theoretical perspective. He continues to develop contemporary themes such as relationship selling and technology around his classic approach.

Product Description: 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...read more (view table of contents, read Amazon.com's description)

Product Description: 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...read more

Product Description: Book by Futrell, Charles

Product Description: For over 250,000 professionals employed in sales and sales management, the win-win approach is the path to a successful career. Author Charles Futrell provides a complete, self-contained personal selling and sales management program to show readers how to close the sale and keep clients satisfied...read more

Product Description: McGraw-Hill, 1987, Very good., Bright ex-library copy. 190 pages. [Business, Marketing] Out-of-print and antiquarian booksellers since 1933. We pack and ship with care.