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"ABC's of Relationship Selling, 8/e" by Futrell 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.

ABC's of Relationship Selling

Part I: Selling as a ProfessionChapter 1: The Life, Times, and Career of the Professional SalespersonChapter 2: Social, Ethical, and Legal Issues in SellingPart II: Preparation For Relationship SellingChapter 3: The Psychology of Selling: Why People BuyChapter 4: Communication for Relationship Building: It's Not All TalkChapter 5: Sales Knowledge: Customers, Products, TechnologiesPart III: The Relationship Selling ProcessChapter 6: Prospecting: The Lifeblood of SellingChapter 7: Planning the Sales Call Is a Must!Chapter 8: Carefully Select Which Sales Presentation Method to UseChapter 9: Begin Your Presentation Strategically Chapter 10: Elements of a Great Sales Presentation Chapter 11: Welcome Your Prospects ObjectionsChapter 12: Closing Begins the RelationshipChapter 13: Service and Follow-Up for Customer RetentionPart IV: Careers in SellingChapter 14: Time, Territory, and Self-Management: Keys to Success