Charles M. Futrell, Texas A & M
University
ISBN:0073529990
Copyright year: 2011
Copyright year: 2011
Fundamentals
of Selling trains readers
on a detailed, yet broad, step-by-step selling process that is universal in
nature. Numerous sales personnel in the industry today have commented on how
this market-leading textbook reflects what they do on sales calls with
prospects and customers. The goal of Fundamentals of Selling 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 show how the steps within
the selling process interact with one another. Combined with up-to-date content
and a strong ethical focus, the 12th edition of Fundamentals of Selling teaches
sales the way a mentor would: with a strong, practical focus that puts the
customer first.
Table Of Contents
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Part 1:
Selling as a Profession
Part 2:
Preparation for Relationship Selling
Part 3:
The Relationship Selling Process
Part 4:
Managing Yourself, Your Career, and Others
Appendix A: Sales Call Role-Plays
Appendix B: Personal Selling
Experiential Exercises
Appendix C: Comprehensive Sales
Cases
Appendix D: Selling Globally
Appendix E: Answers to Crossword
Puzzles
Glossary
About the AuthorCharles M. Futrell is a Professor of Marketing in the Mays Business School at Texas A&M University in College Station, Texas. Texas A&M University has approximately 45,000 students with 5,000 business majors and 800 marketing majors. Dr. Futrell has a B.B.A., M.B.A., and Ph.D. in marketing. He is a former salesperson turned professor. Before beginning his academic career, Professor Futrell worked in sales and marketing capacities for eight years with the Colgate Company, The Upjohn Company, and Ayerst Laboratories.
Dr.
Futrell’s 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. His work has earned him several research awards.
Presently
Charles is conducting research on how faith relates to salespeople’s
organizational behavior. He also is investigating how student’s faith helps
them cope with the tremendous stresses experienced in college life. For his
work, faith relates to any and all faiths of the world. Professor Futrell, as
well as others, feels there is a mental health crisis on America’s college
campuses as well as in America’s general population. Read the newspaper and
watch television for proof of the stresses people are experiencing in their
lives and the often devastating impact it has on their lives and the lives of
others. Please contact him if you would like to work in either of these two
areas. He would love to help you investigate these two under researched areas
in your country and college, no matter what part of the world.
Professor
Futrell served as the American Marketing Association’s 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. In 1999, the Association of Former Students
awarded him the Lowry Mays College and Graduate School of Business
Distinguished Teaching Award. 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. Charles was the recipient of Sales
& Marketing Executives International’s (SMEI) Educator of the Year in
2007. Among many other things, SMEI founded Pi Sigma Epsilon (PSE), the only
national, co-educational, professional fraternity in marketing, sales
management, and selling. PSE has more than 45,000 members at 123 campuses.
From January 1997 to August 2007, he was the Federated Professor in Marketing
Studies at Texas A&M University.
In the
spring of 2001, Dr. Futrell was chosen as a Fish Camp (Texas A&M
University’s Freshman Orientation Camp) Namesake. Fish Camps are named after
faculty members who have made a significant impact on Texas A&M, and
nominations for the award are made by students, which makes it a very prestigious
honor for instructors. He is an associate faculty adviser for Impact, a
four-day Christian summer camp for entering freshmen involving 700 freshmen
and 300 advisers. In the summer of 2005, Charles joined the leadership team
of TAMU’s officially recognized Christian Faculty Network of over 250
scholars.
Dr. Futrell
has written or co-written eight successful books for the college and
professional audience. Two of the most popular books are Fundamentals
of Selling: Customers for Life through Service, twelfth edition,
and ABC’s
of Relationship Selling through Service, eleventh edition, both
published by McGraw- Hill/Irwin. These books are used in hundreds of American
and international schools. Over 300,000 students worldwide have learned from
Professor Futrell’s books.
In 1997 Dr.
Futrell began using his Web site and group e-mails in his sales classes.
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.
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.
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