N O P Q R S T U V W X Y Z
Charles M. Futrell
TitleProfessor of Marketing
DepartmentDepartment of Marketing
BiographyCharles M. 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 serves as a frequent reviewer for several academic journals. He is on the editorial board of the Journal of Personal Selling & Sales Management and the editorial advisory board of The Journal of Marketing Theory and Practice. His 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 Managementranked 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 and has resulted in his being associated with such groups as the national Bank Marketing Association's Sales and Professional Development Council and the Direct Selling Education Foundation's board of directors.
Professor Futrell served as the American Marketing Association's Chair of the Sales and Sales Management Special Interest Group for the 1996-1997 Academic year. He was the first person elected to this position. Charles was elected Finance Chair for the Sales and Sales Management Special Interest Group (SIG) for the SIG's 1998-99 term. 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.
Dr. Futrell has written or co-written seven successful books for the college and professional audience. Three books are now in their sixth edition -- Sales Management: Teamwork, Leadership, and Technology, sixth edition, Harcourt College Publishers Fundamentals of Selling: Customers for Life, seventh edition, and ABC's of Relationship Selling , sixth edition, both published by Irwin/McGraw-Hill publishers. These books are used in hundreds of American and international schools.
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 almost 30 years at the university level.
He specializes in teaching only sales management and personal selling classes.
EducationPhD University of Arkansas, 1975
MBA University of North Texas, 1970
BBA University of North Texas, 1963