Buy Used
$9.99
FREE Shipping on orders over $35.
Used: Acceptable | Details
Sold by monkcabinbooks
Condition: Used: Acceptable
Comment: 2004 Wiley Pub. hardcover, with dust jacket. Dark tanning on top page edges. 2 creased page corner tips. No writing or highlighting!
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See this image

The Relationship Edge in Business: Connecting with Customers and Colleagues When It Counts Hardcover – April 2, 2004


Amazon Price New from Used from
Hardcover
"Please retry"
$12.86 $0.24

NO_CONTENT_IN_FEATURE

Best Books of the Month
Best Books of the Month
Want to know our Editors' picks for the best books of the month? Browse Best Books of the Month, featuring our favorite new books in more than a dozen categories.

Product Details

  • Hardcover: 256 pages
  • Publisher: Wiley; 1 edition (April 2, 2004)
  • Language: English
  • ISBN-10: 0471477125
  • ISBN-13: 978-0471477129
  • Product Dimensions: 9.4 x 6.1 x 0.9 inches
  • Shipping Weight: 1 pounds
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #600,006 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Acuff, president of the Delta Leadership Group, believes that everyone can succeed at any livelihood by mastering the art of relationships. Acuff, 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.
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

From Booklist

Most organizations train their sales staff to focus on product features and benefits and neglect the crucial aspect of building long-term relationships with clients. Acuff, president of Delta Leadership Group, uses a sincere approach in his practice of forming lasting relationships with others without keeping score or expecting paybacks. This spreading of goodwill is like the sowing of seeds that will sprout to benefit both your business and personal life. He introduces the "Relationship Pyramid," with the largest group of relative strangers at the bottom and people who highly value your relationship at the top. Getting to the top of the "Relationship Pyramid" is a long-term proposition, and you have to put in the time and effort to get others to respect you or bond with you. Acuff suggests getting to know your clients better by getting them to talk about their favorite subject--themselves. He offers 20 questions designed to get people to open up, discusses ways to alleviate shyness, and suggests the sharing of a meal. A refreshing break from the winner-take-all approach to salesmanship. David Siegfried
Copyright © American Library Association. All rights reserved

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

4.7 out of 5 stars
5 star
8
4 star
3
3 star
0
2 star
0
1 star
0
See all 11 customer reviews
Share your thoughts with other customers

Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Saravanan Velrajan on November 16, 2008
Format: Hardcover
Are you trying to find ways of building or extending your network? Are you interested in learning some techniques to improve your business relationships? Jerry Acuff gives the tool kit that you can carry with you.

This book talks about the different types of relationship levels that you can have with others ("The Relationship Pyramid"). This book highlights a number of techniques that includes questioning, caring, connecting, and setting up goals. The book not only helps you to develop relationships but also to maintain them.

If you have already read a few books about developing relationships or networking, this book will just be a review of the techniques that you previously learned in the other books.

The book gives a lot of real life situations & examples that makes it an interesting read.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Hardcover Verified Purchase
I had purchased this some time ago and it has some good points. There are some very obvious observations about relationships, but the book should cover all angles. This is a good book for someone beginning a career.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
By jdppia! on August 10, 2011
Format: Hardcover
This is an easy read and one of the best I've read. Use your high lighter pen, if you have employees that don't read, at leat they'll read the high lights.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
Format: Hardcover Verified Purchase
Great "back-to-basics" book. No big revelations, but wonderful reinforcement that will help all salespeople who are selling in an environment where relationships really count.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
4 of 7 people found the following review helpful By A Customer on June 20, 2004
Format: Hardcover
Most business books hit you over the head with "must do" lists. In The Relationship Edge in Business, the book shows you how to establish and maintain positive relationships, how to be interested and open to many levels of relationships. Relationships enrich personal and professional lives and this book offers so many ideas with a friendly, "can do" tone. No matter who you are, these ideas can work.
My favorite chapter is Chapter 5, "It's a Small World After All." In this chapter, the author reminds us that connections can be made, even when the odds seem unfavorable. Positive connections lead to other positive connections.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again
5 of 9 people found the following review helpful By A Customer on April 11, 2004
Format: Hardcover
This book indeed goes where Dale Carnegie might have gone had he written the next logical book. The Relationship Edge in Business tells you exactly how to build meaningful relationships with people who are crucial to our success. It is full of real life stories of real life people practicing the 3 step process and experiencing unusual success. I found it very believable and easy to draw on the experiences and lessons shared in the book. IF relationahips are a key part of your success this is a great read.
The book is also grounded in sound yet lettle practiced principles about how to more effectively influence or persuade. A great business book that I will be studying not just reading
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback. If this review is inappropriate, please let us know.
Sorry, we failed to record your vote. Please try again