ABC's of Relationship Selling through Service, 9/e
Charles M. Futrell,
Texas A&M University
ISBN: 007310132x Copyright year: 2007
Supplements
McGraw-Hill/Irwin has spared no expense to make ABC's of Selling
through Service the premier text in the market today. Many instructors
face classes with limited resources, and supplementary
materials provide a way to expand and improve the students'
learning experience. Our learning package was specifically designed
to meet the needs of instructors facing a variety of teaching
conditions and for both the first-time and veteran instructor.ProSelling Video. Several hours of student role-plays, exercises,
examples of selling techniques, and industry sales training
programs show students how to prepare their role-plays and
how course content relates to the sales world. Inc. Business Resources Video Package. A new feature from
Inc. demonstrates key features of relationship selling. Instructor's Manual. Loaded with ideas on teaching the course,
chapter outlines, commentaries on cases, answers to everything--
plus much more--the Instructor's Manual is a large, comprehensive
time-saver for teachers. Test Bank. The most important part of the teaching package is
the Test Bank. We gave the Test Bank special attention during
the preparation of the ninth edition because instructors desire
test questions that accurately and fairly assess student competence
in subject material. Prepared by Dr. Thomas K. Pritchett,
Dr. Betty M. Pritchett of Kennesaw State College, and myself,
the Test Bank provides hundreds of multiple-choice and
true/false questions. Professor Tom Pritchett also uses the book
for his selling classes. Each question is keyed to chapter learning
objectives, has been rated for level of difficulty, and is designated
as either factual or application so that instructors can
provide a balanced set of questions for student exams. Instructor CD-ROM A course preparation CD including:
A PowerPoint Presentation. A state-of-the-art program
offering hundreds of lecture slides. These slides can be
customized for any course. They are great!Computerized Test Bank. The Computerized Test Bank allows
instructors to select and edit test items from the printed
Test Bank and to add their own questions. Various versions
of each test can be custom printed. Electronic Version of the Instructor’s Manual.
Course Website. At http://www.mhhe.com/futrell07, you can
access downloadable versions of instructor support materials, as
well as a student tutorial and student self-assessment quizzes. ACT! Express Software. For many businesspeople, staying
in touch with prospects, customers, clients, vendors, and
suppliers--people outside the company--is critical to success.
And that success depends on managing those contacts for highly
productive business relationships.
Included with this textbook is ACT!™ Express, a tool that
will help students entering the business world. Based on the
best-selling ACT! contact management system, ACT! Express
shows students how to become more productive--resulting in
better business relationships and greater business opportunities.
Whether in sales, a small or start-up company, a consulting
practice, a professional services firm, or another business setting,
students will become more proficient at effectively managing
their contacts.
But what is a contact manager?
A contact manager will help the student manage all of the
tasks and information critical to building effective business relationships
such as these:
-Finding and contacting prospects.
-Following up with prospects and clients.
-Sending product information, proposals, and quotes.
-Scheduling meetings.
-Generating correspondence.
-Managing customers' postsale activities and requests.
-Keeping a history of previous customer interactions.
-Generating reports of activities and client/account status.
Effective contact management means making the most of contacts
with prospects, customers, clients, vendors, and suppliers.
ACT! Express includes the following features:
-Complete contact and calendar managment. Seventy predefined
fields for contact information, notes, tasks, schedules,
history, and more.
-Search capabilities. Quickly locate any information in the
database by name, ZIP code, phone number, or keyword.
-Groups. Sort contacts into groups by company, interests, or
other commonalities.
-Activity reminders. Set alarms for upcoming activity reminders.
-Basic e-mail functions. Send and track e-mail correspondence--
and attach e-mails directly to specific contact
records.
-Basic contact reporting. Easily generate basic reports such
as Activity History, Task List, Source of Referrals, and more.
-Built-in word processor. Includes prewritten letters that can
be easily personalized.
-Data synchronization with Palm Powered™ Handhelds.
Take contact information, notes, and history anywhere.
Students who become proficient with ACT! Express may
want to explore more advanced functions available in the full
ACT! contact management system.
Students desiring more information about either ACT! Express
or ACT! are encouraged to visit www.act.com/students.
To obtain an instructor login for this Online Learning Center, ask your local sales representative.
If you're an instructor thinking about adopting this textbook, request a free copy for review.
2007 McGraw-Hill Higher Education