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Charles M. Futrell is Professor of Marketing in the Mays
College of Business at Texas A&M University in College
Station, Texas. He
has a B.B.A., M.B.A., and Ph.D. in marketing. Dr. Futrell is a former
salesperson turned professor. Before beginning his academic career, Professor
Futrell worked in sales and marketing capacities for eight years with the
Colgate Company, The Upjohn Company, and Ayerst
Laboratories.
Dr. Futrell’s research in personal selling,
sales management, research methodology, and marketing management has appeared
in numerous national and international journals, such as the Journal of
Marketing and the Journal of Marketing Research. An article in the
summer 1991 issue of The Journal of Personal Selling & Sales
Management ranked Charles as one of the top three sales researchers in America. He
was also recognized in Marketing Education, Summer 1997 as one of the
top 100 best researchers in the marketing discipline. His work has earned him
several research awards. Presently Charles is researching how sales
personnel’s faith impacts their job stress, satisfaction, performance,
customer service, turnover, and how student's faith influences the stresses in their lives.
Professor Futrell served as the American
Marketing Association's Chair of the Sales and Sales Management Special
Interest Group (SIG) for the 1996-1997 Academic year. He was the first person
elected to this position. Charles was elected Finance Chair for the Sales
SIG's 1998 - 1999 term. In 2005, this AMA group
presented Charles with its Lifetime Achievement Award for commitment to
excellence and service in the area of sales. In 1999, TAMU's
Association of Former Students awarded him the Lowry Mays
College and Graduate
School of Business Distinguished Teaching Award. Mu
Kappa Tau, the National Marketing Honor Society,
recognized Charles for exceptional scholarly contributions to the sales
profession in 2000. This is only the fourth time this recognition has been
bestowed since its creation in 1988. Sales and Marketing Executives International
recognized Charles as Marketing Educator of the Year in 2007. In 2011, the Sales and Marketing Institute International awarded
Professor Futrell the professional designation of Certified Sales Professional(CSP).
Both organizations use Dr. Futrell's sales textbooks in their sales certification programs for organization's salespeople. In 2009, he was one of three professors
beginning the University's Sales Competition and in 2011 helped create the Marketing Department's Sales Certificate.
In the Spring of 2001, Dr. Futrell was
chosen as a Fish Camp (Texas
A&M University's
Freshman Orientation Camp) Namesake. Fish Camps are named after faculty
members who have made a significant impact on Texas A&M, and nominations
for the award are made by students, which makes it a very prestigious honor
for instructors. In 2002, Charles was selected as a mentor for beginning
freshmen. The Freshman Business Initiative (FBI) is a program designed to
enhance the experience of incoming business freshmen. He has been associate
faculty advisor for Impact, a four-day Christian summer camp for entering
freshmen involving 1000 freshmen and 500 advisors. Charles has also been on the Leadership
Team of TAMU’s
officially recognized Christian Faculty Network of over 250 scholars.
Dr. Futrell has written or co-written eight
successful books for the college and professional audience. Two of the most
popular books are -- Fundamentals of Selling: Customers For Life Through
Service, 12th edition, and ABC's of Relationship Selling, 12th
edition, both published by McGraw-Hill/Irwin publishers. These books are used
in hundreds of American and international schools. They also appear in a
Canadian edition and have been translated into Chinese, Polish, Brazilian
Portuguese and Slovakia textbooks. His sixth edition sales
management textbook is free to web users all over the world. See http://futrell-www.tamu.edu.
Professor Futrell's books, research, and
teaching are based upon his extensive work with sales organizations of all
types and sizes. This broad and rich background has resulted in his being
invited to be a frequent speaker, researcher, and consultant to industry. Dr.
Futrell has been teaching for over 30 years at the university level.
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