Fundamentals of Selling: Customers for Life - Tapa dura

In this text the author draws on his own experience as a sales professional rather than from a theoretical perspective. He continues to develop contemporary themes such as relationship selling and technology around his classic approach.

Futrell's pragmatic approach, pulled from his own experiences as a sales professional, emphasizes real-world approaches to selling. Global and non-traditional selling situations, like business-to-business and small business exchanges, are featured along with coverage of the impact of new technologies -- including the Internet -- on the selling environment. New experiential exercises at the end of each chapter challenge the reader to apply the selling concepts just covered.