ABC's of Relationship Selling

Containing practical tips and business-examples, this book focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset. It is suitable for a selling course where professors spend considerable time utilizing other resources and projects.

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"ABC's of Relationship Selling" is written by a sales person turned teacher and is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Up-john, and Ayerst and from the author's 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. This affordable, brief paperback contains a wealth of exercises and role plays and is perfect for a selling course where 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.