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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Communication for Relationship Building: It's Not All Talk

Chapter Objectives

The ability to effectively communicate both verbally and nonverbally is crucial to sales success. This chapter introduces this important sales skill. After studying this chapter you should be able to:

Present and discuss the salesperson-buyer communication process.

Discuss and illustrate the importance of using nonverbal communication when selling.

Define and recognize acceptance, caution, and disagreement nonverbal signals.

Review barriers to effective sales communication.

Explain ways of developing persuasive communication.





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