ABC's of Relationship Selling through Service (Irwin Marketing)

3.93 avg rating
( 15 ratings by Goodreads )
 
9780078028939: ABC's of Relationship Selling through Service (Irwin Marketing)

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.

"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.

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

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Charles Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Quantity Available: 13
International Edition
Seller
booksdeck
(Westlake Village, CA, U.S.A.)
Rating
[?]

Book Description Book Condition: New. Brand new book. This is an international edition textbook with identical content as the US version. We ship all our orders from CA/IL, USA (depending on your address) and NOT from Asia! Choose expedited shipping for superfast delivery with tracking. Bookseller Inventory # 9780078028939

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 16.46
Convert Currency

Add to Basket

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

2.

Charles Futrell
Published by McGraw-Hill Education (2012)
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Soft cover Quantity Available: 1
International Edition
Seller
JS D_Books
(CHATHAM, LA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2012. Soft cover. Book Condition: New. This is an International Edition, Brand NEW, Shrink Wrapped, Paperback, Ships from multiple locations across the globe in 4-7 business days; delivered well within delivery estimates with Tracking. Choose Expedited Shipping for 3-4 Business DAY DELIVERY. ISBN and Cover page may differ. International edition does not comes with CD/access code. Book cover may contain restrictions but it is absolutely legal to use, may be printed in black & white having similar contents as US edition. Best Customer Support. Please READ Description Carefully Before Buying. Occasionally, international textbooks may come with different exercises at the end of chapters. Bookseller Inventory # ABE-1495207968226

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 13.80
Convert Currency

Add to Basket

Shipping: US$ 3.00
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

3.

Charles Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Paperback Quantity Available: 5
International Edition
Seller
PRIORITY BOOKS
(springfield, VA, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. Softcover Book, Condition: New. 12th Edition. [Please Read Carefully Before Buying], This Is An International Edition. Printed In Black and White. 528 Pages, Book Cover And ISBN No May Be Different From US Edition. Restricted Sales Disclaimer Wordings Not For Sales In USA And Canada May Be Printed On The Cover Of The Book. Standard Shipping 7-14 Business Days. Expedited Shiping 4-8 Business Days. ***WE DO NOT ENTERTAIN BULK ORDERS.*** The Books May Be Ship From Overseas For Inventory Purpose. Bookseller Inventory # 369425

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 14.23
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

4.

Charles Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Paperback Quantity Available: 2
International Edition
Seller
ZerichSpace
(antioch, CA, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. New. Softcover book, 12th Edition. (Read Description Before Buying), This is an international Edition. Black and White Book. ISBN or covers May Be Different From US Edition. Book may have Restricted Sales Disclaimer Wordings printed on cover. Books May Be Shipped From Overseas as per stock status. Bookseller Inventory # 758966

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 14.25
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

5.

Charles Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Paperback Quantity Available: 1
International Edition
Seller
Nick Book House
(fresno, CA, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. New Softcover International Edition, Printed in Black and White, Only USPS Media mail Shipping ONLY, Different ISBN, Same Content As US edition, Book Cover may be Different, in English Language. Bookseller Inventory # 23644

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 14.28
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

6.

Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Soft cover Quantity Available: > 20
International Edition
Seller
LOW COST_FAST SHIP
(Scottsdale, AZ, U.S.A.)
Rating
[?]

Book Description Soft cover. Book Condition: New. 12. Opt EXPEDITED shipping for 2 to 4 day delivery - Brand NEW - International Edition - 12ed - SAME Contents as in US edition - SHRINKwrapped BOXpacked - There is no CD or Access Code, unless specified above - Ships from various locations. Bookseller Inventory # DQ9

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 13.46
Convert Currency

Add to Basket

Shipping: US$ 5.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

7.

Futrell, Charles
Published by McGraw-Hill Education
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Softcover Quantity Available: > 20
International Edition
Seller
Sunshine Book Store
(Wilmington, DE, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Book Condition: New. 0078028930 This is an International Edition. Brand New, Paperback, Delivery within 6-14 business days, Similar Contents as U.S Edition, ISBN and Cover design may differ, printed in Black & White. Choose Expedited shipping for delivery within 3-8 business days. We do not ship to PO Box, APO , FPO Address. In some instances, subjects such as Management, Accounting, Finance may have different end chapter case studies and exercises. International Edition Textbooks may bear a label "Not for sale in the U.S. or Canada" and "Content may different from U.S. Edition" - printed only to discourage U.S. students from obtaining an affordable copy. The U.S. Supreme Court has asserted your right to purchase international editions, and ruled on this issue. Access code/CD is not provided with these editions , unless specified. We may ship the books from multiple warehouses across the globe, including India depending upon the availability of inventory storage. Customer satisfaction guaranteed. Bookseller Inventory # RU_9780078028939

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 20.11
Convert Currency

Add to Basket

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

8.

Charles Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Paperback Quantity Available: 16
International Edition
Seller
Bookstore99
(Wilmington, DE, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. This is an International Edition, Brand NEW, Shrink Wrapped, Paperback, Ships from multiple locations across the globe in 4-7 business days; delivered well within delivery estimates with Tracking. Choose Expedited Shipping for 3-4 Business DAY DELIVERY. ISBN and Cover page may differ. International edition does not comes with CD/access code. Book cover may contain restrictions but it is absolutely legal to use, may be printed in black & white having similar contents as US edition. Best Customer Support. Please READ Description Carefully Before Buying. Occasionally, international textbooks may come with different exercises at the end of chapters. Bookseller Inventory # U23_9780078028939

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 17.67
Convert Currency

Add to Basket

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

9.

Charles M. Futrell
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Softcover Quantity Available: 10
International Edition
Seller
bookscollection
(Delhi, DELHI, India)
Rating
[?]

Book Description Book Condition: Brand New. PAPERBACK,Book Condition New, Brand New, Softcover, International Edition. We Do not Ship APO FPO AND PO BOX. Cover Image & ISBN may be different from US edition but contents as US Edition. Printing in English language. Quick delivery by USPS/UPS/DHL/FEDEX/ARAMEX ,Customer satisfaction guaranteed. We may ship the books from Asian regions for inventory purpose. Bookseller Inventory # ABESTTND1369

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 17.81
Convert Currency

Add to Basket

Shipping: US$ 4.07
From India to U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

10.

Futrell, Charles
Published by McGraw-Hill Education (2012)
ISBN 10: 0078028930 ISBN 13: 9780078028939
New Paperback Quantity Available: 5
International Edition
Seller
WFL
(Holtsville, NY, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 2012. Paperback. Book Condition: New. New ,International edition , softcover ,Same text as US edition , ISBN /Cover may be different , Ready to ship, 6-8 business days worldwide delivery. Bookseller Inventory # INFGYC1A3998

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 18.05
Convert Currency

Add to Basket

Shipping: US$ 4.40
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book