The Relationship Edge in Business: Connecting with Customers and Colleagues When it Counts - Tapa dura

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JERRY ACUFF is President of Delta Point-The Sales Agency, a Scottsdale, Arizona - based consultancy that helps market-leading companies find new and innovative ways to market products. A graduate of the Virginia Military Institute, he has also served as Executive in Residence at the Amos Tuck School of Business at Dartmouth College. WALLY WOOD is a professional writer who has worked closely with senior executives to develop bestselling business books. In addition, he has been editor of two business magazines and an international marketing newsletter.

De la contraportada

Praise for the Relationship Edge in Business

"A great coaching tool for every sales manager?finally, a book that outlines step by step how to build both strong customer and personal relationships."
?John M. Woychick, Senior Vice President, Sales
Pfizer Pharmaceuticals

"A trailblazing book! An innovative preceptive system that shows how to build long-term client relationships that are priceless. It will set you apart from the crowd!"
?Danny Cox, author, Leadership When the Heat?s On

"Time and time again, Jerry Acuff?s approach to selling has proven to work. A must-read for those who believe that successful selling is a part of their everyday life."

?Georges Gemayel, Executive Vice President
Genzyme Corporation

"If you need to learn how to build meaningful relationships with customers and colleagues, then learn what Jerry Acuff teaches and watch your investment flourish. He is a true sales guru."
?Heidi J. Gearhart, National Sales Director, HCV
Roche Laboratories

De la solapa interior

Most people know instinctively how to build positive, long-lasting relationships with spouses, friends, and even co-workers?but few of us know how to consciously and systematically build and maintain positive business relationships. The Relationship Edge in Business shows you how to build positive personal relationships and repair damaged ones with a straightforward, three-step process that anyone can learn to apply to his or her work life.

Personal relationships are the building blocks of business success. A business grows by expanding and improving its network of relationships with customers and other stakeholders. And the same holds true for employees; their career opportunities grow as they improve their relationships with co-workers, managers, and customers. By mastering the simple techniques provided here by Jerry Acuff, you too can learn to ramp up your business, improve your career prospects, and increase your ability to persuade people.

Acuff provides real-world principles for developing strong, positive personal relationships with the key people in your business life?while becoming a more effective, persuasive person in the process. But the relationship edge is about much more than friendship and persuasion; it?s about maintaining meaningful, truthful dialogues with those around you. One of the most important lessons you?ll learn is that the more truthful and direct you are with customers and colleagues, the more truthful they?ll be with you?and the more likely you are to find meaningful solutions to the business challenges you share.Acuff?s practical, actionable three-step process shows you how to:

• Develop the right mindset?understand that personal relationships are vital to business success
• Ask the right questions?discover the common ground you share with others
• Do the right thing?be truthful and straightforward or you?ll undermine the goodwill you?ve worked so hard to build

With real case studies and step-by-step guidance, The Relationship Edge in Business offers the tools and advice you need to develop strong, rewarding relationships with customers, co-workers, and managers. With practical, concrete information on the mechanics of interpersonal relationships in the business world, you?ll be well on your way to doing business better and more productively than ever.