ABC's of Relationship Selling w/ ACT! Express CD-ROM Charles M. Futrell,
Publisher: McGraw-Hill/Irwin
ISBN: 0072550988
Edition: Paperback; 2002-02-04
Summary:
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.
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