McGraw-Hill Education Fund Selling

Fundamentals of Selling is one of McGraw-Hill's best-selling 'Selling' texts. Its approach is classic and practical and emphasizes role-play. Charles Futrell draws widely from his own experience as a sales professional rather than from a staid theoretical perspective. Futrell continues to develop contemporary themes, such as relationship selling and technology around his classic approach. From the Publisher This #1 Selling text has reorganized the Table of Contents to better incorporate the areas of retail and organizational selling into the Relationship Selling Process. This coverage incorporates the entire selling process from prospecting to follow-up. State-of-the art selling strategies, practices, and techniques are presented in a "how to" fashion. Strong applied end-of-chapter case material, career profiles, and valuable end-of-chapter elements such as a Summary of Major Selling Issues, Sales Application Questions, and Further Exploring the Sales World exercises-for many students, this is the only exposure to what a sales manager does in this challenging job. In-text pedagogy remains the same with Ethical Dilemma boxes. These boxes provide students the opportunity to experience ethical dilemmas faced in the selling job. The Selling Globally boxes also remains: these boxes were written by sales professionals from around the world and highlight the challenges faced by salespeople in a variety of settings and situations. Other pedagogical features include: Making the Sale boxes and Selling Tips boxes: The Making the Sale boxes explore how salespeople, when faced with challenges, use innovative ideas to sell and the Selling Tips boxes offer the reader additional selling tips for use in developing role plays. Chapter Summary and Application Questions: Each chapter closes with a summary of key points to be retained. They enable the student to check their understanding of key issues, to think beyond basic concepts, and to determine areas that require further study. Key Terms for Selling/Glossary: Learning the selling vocabulary is essential in today's sales world. The text highlights key concepts and defines them when first introduced, each key term is then listed at the end of the chapter, and is also contained in a summary in a glossary at the end of the text. Further Exploring the Sales World: these projects ask students to go beyond the textbook and classroom, to explore what's happening in the real world. Cases for Analysis: Each chapter ends with several 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.Student Application Learning Exercises (SALE): Chapters related to creating the role play have SALEs that aid the student in better understanding how to construct role-play. Role-play helps the student assess a sales situation and prepare for unexpected problems and questions