ABC's of Relationship Selling

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.