ABC's of Relationship Selling

A manual on relationship selling, featuring practical tips and business examples from the author's experience in sales with Colgate and other companies. Exercises and role plays are included, as is a CD-ROM containing ACT! Express, a tool based on the ACT! contact management system.

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This affordable, brief paperback is filled with practical tips and business examples gleaned from the years of experience that the author, a sales person turned teacher, has gained in sales with Colgate, Up-john, and Ayerst and from his sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. With its wealth of exercises and role plays, the book is perfect for a selling course in which professors spend considerable time utilizing other resources and projects. The text also makes a nice companion to a sales management text in marketing programs that offer a sales management course, but do not offer a separate selling course.