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ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Begin Your Presentation Strategically

Web Links

Web Pages of Interest
http://www.westvaco.com/
(http://www.westvaco.com/)

Westvaco Company discussed in Making the Sale
http://www.advantageperformance.com/newsletter/NL05-000811/spin.cfm
(http://www.advantageperformance.com/newsletter/NL05-000811/spin.cfm)

Practical ideas for improving sales performance. Emphasis on SPIN
http://www.illinoiscle.com/about/articles/10_00.asp
(http://www.illinoiscle.com/about/articles/10_00.asp)

Excellent article on managing first impressions




McGraw-Hill/Irwin




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