[{"_1":2,"_3":-5,"_4":-5},"loaderData",{"_5":6,"_7":8},"actionData","errors","root",{"_29":-5,"_39":-5,"_40":41,"_42":43,"_44":45,"_46":47,"_48":49,"_50":51,"_52":53,"_54":55,"_56":57,"_58":59},"routes/_store+/_readers+/email_author.$slug/route",{"_9":10,"_11":-5,"_12":-5},"book",{"_13":14,"_15":16,"_17":18,"_19":20,"_21":22,"_23":24},"currentUser","formToken","id","Z2lkOi8vbGVhbnB1Yi9TdG9yZTo6Qm9va1Byb2R1Y3QvODQ1NDI","title","PERSONAL SELLING: Theory and Best Practice in Building Customer Relationships","state","published","contactAuthorMethod","email","aboutText","

Personal Selling: Theory and Best Practice in Building Customer Relationships redefines what professional selling truly is—not persuasion, pressure, or charm, but understanding, partnership, and value creation. From the foundational shift from transactional to relationship-oriented practice, through the step-by-step selling process, communication skills, trust-building, negotiation, and sales force leadership, this book equips readers with proven, ethical, and enduring principles. It bridges theory with real-world examples, research-backed methods such as the SPIN questioning framework, and guidance for adaptive selling, digital evolution, and long-term customer loyalty.

Designed for students, sales professionals, managers, and entrepreneurs alike, this text places integrity and mutual gain at the heart of the profession—showing that the most successful sellers are not those who close the fastest, but those who earn trust and keep it.

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Kick off your book project, get started with GhostAI, get better at marketing, or spend the day doing all three! Free live workshops on Zoom. Saturday, June 27, 2026.

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