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 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.
Table of Contents
Part I: Selling as a Profession
Chapter 1: The Life, Times, and Career of the Professional Salesperson
Chapter 2: Social, Ethical, and Legal Issues in Selling
Part II: Preparation For Relationship Selling
Chapter 3: The Psychology of Selling: Why People Buy
Chapter 4: Communication for Relationship Building: It’s Not All Talk