ABCs of Relationship Selling

3.93 avg rating
( 15 ratings by GoodReads )
 
9780071263504: ABCs of Relationship Selling

"ABC's of Relationship Selling", 10/e trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This new edition presents a sales process or system in a logical sequence 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.

"synopsis" may belong to another edition of this title.

About the Author:

Charles M. Futrell is the federated professor of marketing at Texas A&M University in College Station, Texas. He has 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 researchers in 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 1996–97 academic year. He was the first person elected to this position. Charles was elected Finance Chair for the Sales SIG's 1998–99 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 books for the college and professional audience. Two of the most popular books are Fundamentals of Selling: Customers for Life, Sixth Edition, and ABC's of Relationship Selling through Service, Ninth Edition, both published by McGraw-Hill Ltd. 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 based on 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.

Mark Valvasori is a professor in the business management program at Mohawk College of Applied Arts and Technology in Hamilton, Ontario. He holds a degree in business administration with a major in marketing from Saint Francis Xavier University in Antigonish, Nova Scotia. Mark began his business career with the T. Eaton Company of Canada and spent three years self-employed in franchise development and sales for a national outdoors adventure game. Mark's academic career began with two years as a part-time instructor, and he recently celebrated his 20th year of teaching at Mohawk College. His area of specialty includes applied selling and marketing. In addition to teaching, Mark has also worked as a consultant, developing and facilitating numerous workshops and training seminars in the areas of professional selling and customer service. Mark is actively involved in his community and has coached a variety of youth sports from the elementary to university level.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Futrell, Charles M.
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Paperback Mar 01, 2008 Quantity Available: 2
International Edition
Seller
Columbia-Bookfest
(ROCHESTER, KENT, United Kingdom)
Rating
[?]

Book Description Paperback Mar 01, 2008. Book Condition: New. BRAND NEW PAPERBACK IN ORIGINAL SHRINK WRAPPING. McGRAW-HILL INTERNATIONAL EDITION. READY FOR IMMEDIATE DESPATCH. Bookseller Inventory # SFL5-BX16B-06

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 13.98
Convert Currency

Add to Basket

Shipping: US$ 16.11
From United Kingdom to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

2.

Futrell, Charles M.
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Paperback Mar 01, 2008 Quantity Available: 1
International Edition
Seller
Columbia-Bookfest
(ROCHESTER, KENT, United Kingdom)
Rating
[?]

Book Description Paperback Mar 01, 2008. Book Condition: New. Brand New in original shrink wrapping, 10th editon published 2008 by McGraw-Hill, this is an International Edition & is not available for shipment to North America as it violates the copyright & trademarks of the publisher. Ready for immediate despatch. Bookseller Inventory # TOM1-01

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 16.53
Convert Currency

Add to Basket

Shipping: US$ 16.11
From United Kingdom to U.S.A.
Destination, Rates & Speeds

3.

Futrell, Charles M.
Published by Mcgraw-Hill Education - Europe (2008)
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Paperback Quantity Available: 1
Seller
Revaluation Books
(Exeter, United Kingdom)
Rating
[?]

Book Description Mcgraw-Hill Education - Europe, 2008. Paperback. Book Condition: Brand New. 10 revised ed edition. 512 pages. 9.80x7.70x1.10 inches. In Stock. Bookseller Inventory # zk0071263500

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 30.37
Convert Currency

Add to Basket

Shipping: US$ 7.43
From United Kingdom to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

4.

Futrell, Charles M.
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Softcover Quantity Available: 2
International Edition
Seller
ABC College Bookstore
(subang jaya, SE, Malaysia)
Rating
[?]

Book Description Softcover. Book Condition: New. Paperback. Book Condition: INTERNATIONAL EDITION, brand New, International/Global Edition, NOT LOOSE LEAF VERSION,NO SOLUTION MANUAL, NO CD, NO ACCESS CARD, Soft Cover/ Paper Back written in English, Different ISBN and Cover Image from US Edition; Sometimes, the title is different from US Edition, and the exercises and homework problem are in different orders or maybe completely different than the US edition, Please email us for confirmation. Some books may show some word such as Not for Sale or Restricted in US on the cover page. However, it is absolutely legal to use in USA. Bookseller Inventory # 9780071263504

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 46.53
Convert Currency

Add to Basket

Shipping: US$ 12.00
From Malaysia to U.S.A.
Destination, Rates & Speeds

5.

Futrell, Charles M.
Published by The McGraw-Hill Company
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Quantity Available: > 20
Seller
Majestic Books
(London, ,, United Kingdom)
Rating
[?]

Book Description The McGraw-Hill Company. Book Condition: New. Bookseller Inventory # 7551239

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 73.10
Convert Currency

Add to Basket

Shipping: US$ 6.81
From United Kingdom to U.S.A.
Destination, Rates & Speeds

6.

Futrell, Charles M.
Published by McGraw-Hill Education Singapor (2008)
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Paperback Quantity Available: 3
Seller
Murray Media
(North Miami Beach, FL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education Singapor, 2008. Paperback. Book Condition: New. Bookseller Inventory # P110071263500

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 99.65
Convert Currency

Add to Basket

Shipping: US$ 2.99
Within U.S.A.
Destination, Rates & Speeds

7.

Futrell, Charles M.
Published by McGraw-Hill Education Singapore (2008)
ISBN 10: 0071263500 ISBN 13: 9780071263504
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education Singapore, 2008. Paperback. Book Condition: New. book. Bookseller Inventory # 0071263500

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 874.34
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds