ABC's of Relationship Selling through Service Information Center: Overview


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	Student Edition
	Instructor Edition

ABC's of Relationship Selling through Service, 3/e

Charles M. Futrell, Texas A&M University
Mark Valvasori, Mohawk College

Overview

Welcome to the Third Canadian Edition of ABC’s of Relationship Selling through Service!

In this edition of the textbook, the title includes the word Service. Service refers to making a contribution to the welfare of others. Why? It is time to make the bold statement that salespeople exist to help others. It should become apparent in this text that the provision of good service by professional salespeople serves to add value to the customer’s experience. There is still some work to be done to correct the image of the sales professional. We can accomplish this by illustrating the wonderful things professional salespeople do. This edition emphasizes helping others through the use of empathy. This sales philosophy is based upon treating others respectfully, with a deep understanding of—and concern for—your customer’s needs.

This edition of ABC’s of Relationship Selling through Service was driven by expert reviewers. Teaching professionals have contributed greatly to the foundation of this text. The authors have worked diligently to incorporate the suggestions of many sales educators. This has resulted in several changes to the text, including a change in chapter sequencing as well as many welcome topic additions. Believing, as many do, that ethical behaviour is becoming paramount in modern business practices, the topic of ethics has been moved to a more prominent place in the text, with coverage taking place long before sales techniques are discussed.

It is the goal of this Third Canadian Edition to give students the up-to-date information they need to compete in today’s fast-paced, competitive, and increasingly electronic marketplace. ABC’s of Relationship Selling through Service is written by salespeople turned teachers. The authors have many years of experience applying the concepts discussed in this text. Over the years, selling has been taught to many thousands of college students, businesspeople, and industry sales personnel, developing and using the strategies, practices, and techniques presented in this textbook. Every day, time is spent interacting with professional salespeople and sharing insights with colleagues and students. This book is the result of these experiences.

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