Title: Fundamentals of Selling: Customers for Life through Service, 13th Edition
Author: Charles M. Futrell
Publisher: McGraw-Hill Education
Description:
“Fundamentals of Selling: Customers for Life through Service, 13th Edition” by Charles M. Futrell is a comprehensive guide to understanding the art and science of salesmanship. Published by McGraw-Hill Education, this edition covers essential selling principles, techniques, and strategies for building long-term customer relationships through exceptional service. Futrell explores key topics such as understanding buyer behavior, prospecting and qualifying leads, making effective sales presentations, handling objections, and closing deals. With a focus on customer-centric selling approaches, the book emphasizes the importance of ethics, trust, and professionalism in sales interactions. Practical examples, case studies, and role-playing exercises help readers develop their selling skills and adapt them to diverse selling situations. Whether you’re a novice salesperson or an experienced professional, this edition serves as an invaluable resource for mastering the fundamentals of selling and achieving success in today’s competitive marketplace.