The Relationship Edge in Business
Summary
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The Relationship Edge in Business by Jerry Acuff
With real case studies and step-by-step guidance, The Relationship Edge in Business 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
Acuff, president of the Delta Leadership Group, believes that everyone can succeed at any livelihood by mastering the art of relationshipsAcuff, who had a long career in pharmaceutical sales, defines the three keys to "relationship edge" as having the right mindset, asking the right questions and doing the right thing. The book develops these principles and uses real-life examples to show readers what types of behavior and conversations lead to success. For example, a sales person can offer to help a prospective customer without pitching a particular product, and often, because of this "goodwill," the would-be client ends up a steady customer. An employee at a large company makes a point of treating everyone equally, sending birthday greetings to staff in different departments. When her position is eliminated, she has a number of colleagues she can ask for help in finding a new job. Acuff says that asking other people about their lives outside of work is often a crucial step in forming a lasting business relationship. He includes a list of questions designed to stimulate conversation including "What do you do when you're not working?" "Do you actually get to see any teams play?" and "Where is your favorite place to vacation?" The author's reliance on quotes from just a handful of people, generally not well known, is a little tiresome, but overall, Acuff's casual, low-key writing style is appealing. The book should be particularly helpful to less experienced business people, who are more likely to try the recommended strategies than seasoned executives. (May) (Publishers Weekly, April 19, 2004)
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.
| SKU | Unavailable |
| ISBN 13 | 9780471477129 |
| ISBN 10 | 0471477125 |
| Title | The Relationship Edge in Business |
| Author | Jerry Acuff |
| Condition | Unavailable |
| Binding Type | Hardback |
| Publisher | John Wiley and Sons Ltd |
| Year published | 2004-04-02 |
| Number of pages | 256 |
| Cover note | Book picture is for illustrative purposes only, actual binding, cover or edition may vary. |
| Note | Unavailable |