Fundamentals of Selling draws on the unmatched experience of a salesman turned teacher to give your students the sales skills that lead to success. With a level of detail unique to this book, author Charles Futrell lays out a selling process step by step, taking in every phase of the sale from planning to follow-up. This detailed yet universal approach gives students the foundation they need to be successful sellers in any industry. Combined with up-to-date content and a strong ethical focus, the 10th edition of Fundamentals of Selling teaches sales the way a mentor would: with a strong, practical focus that puts the customer first.
Expanded coverage of ethics: Futrell has always stressed the primacy of ethics in responsible selling. The 10th edition takes this focus further, with ethical service integrated into each chapter as well as each step of the selling process.
Improved opening chapter: Chapter 1 now includes expanded discussion of the Golden Rule of Selling, the Great Harvest Law of Sales, and the common denominator of sales success.
Technology coverage: Futrell's coverage of selling technology now includes the use of iPods for presentations and training.
New topics in selling: Topics new to the 10th edition include the sales prospecting funnel, the leaking bucket customer concept, and the use of parables and storytelling as communication techniques.
Increased emphasis on planning: Coverage of planning the sales call (Chapter 8) has been expanded in this edition.
Customer Focused Selling: Fundamentals of Selling demonstrates that the key to developing long-lasting, and profitable, relationships with buyers is through a customer-focused, services-approach. Through active listening and putting your customer first the relationships you develop will benefit you, your employer, and most of all, your customer