Futrell Charles M. He has a B. 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. 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.

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Ethics First. Prospecting - The Lifeblood of Selling 7. The Presentation - Elements of Effective Persuasion Closing - The Beginning of a New Relationship Time, Territory, and Self-Management The text provides students with the foundation for understanding the entire selling process including selling as a profession, preparation for relationship selling, the relationship selling process, and keys to a successful selling career.

State-of-the-art selling strategies, practices and techniques are presented in a "how-to" fashion. The Seventh Canadian Edition includes up-to-date content on integrating technology and social media in selling, real world examples of sales professionals with Industry Perspectives, sales applications, exercises, role plays, and cases.

With an increased granularity in the SmartBook 2. Students can focus on content areas that they struggle with and need more attention on based on the improved Student Recharge experience in SmartBook 2. This organization is leading the way for Canadian salespeople, offering many benefits and educational opportunities for its members.

In addition, the new edition includes up-to-date descriptions and salary information for different kinds of sales professionals in Canada. Twelve of which are new to this edition - spotlight recent graduates, tracing their career pathways and offering their advice as a feature at the beginning of each chapter. New to this edition, Marketing Mini-Simulations address 2 selling related marketing concepts, gives all the individual students apply their knowledge, make real-world marketing decision, bring industry to life.

Practice Marketing is 3D, multiplayer business strategy simulation game. A multiplayer simulation of the backpack industry, Practice Marketing enables students to put their marketing skills to the test in a fun and competitive, real-world environment.

Available in Connect, New and current videos and video cases relevant to each chapter were created along with discussion questions. Our free ReadAnywhere App allows students to access SmartBook readings and assignments anywhere, anytime, online or offline so they never lose their place.

With over , downloads and an average rating of 4. Focus on selling through service. The Futrell text focuses on taking care of the customer through exceptional customer service. Practical approach. Practical applications include sales application questions, sales online exercises, and student application learning exercises. Real world relevance. Expert industry perspectives, sales success stories, cases, and ethical dilemma exercises are included in each chapter.

Role plays. At the end of each chapter, students are presented with a real-life sales problem. They are then asked to assume a particular role and dramatize their solution to the problem. Cases for Analysis. Each chapter ends with brief but substantive cases for student analysis and class discussion.

These cases provide an opportunity for students to apply concepts to real events and to sharpen their diagnostic skills for sales problem solving. Video cases are provided for select cases. Ethics Integration. Students are provided with many opportunities to consider their own sales ethics through the many ethical dilemmas presented throughout the text. Concise text. Futrell offers readers a concise introduction to professional selling. Social Media coverage. The most up-to-date coverage of the roles of social media and online presence in selling.

These topics are integrated throughout the text outlining how they relate to the sales process. Tools such as LinkedIn, Twitter and Facebook are incorporated into the text discussions. Sales Management coverage. Futrell incorporates sales management content throughout the text rather than in a single-chapter approach.

Business-to-business selling and service selling. To reflect the growing emphasis of B2b and service selling in the Canadian selling landscape, the text incorporates discussion and examples of these types of selling throughout. Negotiation techniques. Futrell includes coverage of negotiation, and specifically how the salesperson should work to overcome objections based on a number of factors.

Connect technology. Connect includes role plays, videos, sales exercises and Interactive Applications for students, as well as teaching resources for instructors, all in one convenient location. Connect is available for students to purchase separately, or available as an option to package with the print text. High-Quality Course Material Our trusted solutions are designed to help students actively engage in course content and develop critical higher-level thinking skills while offering you the flexibility to tailor your course to the ways you teach and the ways your students learn.

Dramatically reduce the amount of time you spend reviewing homework and grading quizzes, freeing up your valuable time to spend on teaching. Reports are available to empower both instructors and students with real-time performance analytics. Seamless Integration Link your Learning Management with Connect for single sign-on and gradebook synchronization, with all-in-one ease for you and your students.


Fundamentals of Selling: Customers for Life Through Service



Fundamentals of Selling


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