b'ACKNOWLEDGMENTSI would like to express my heartfelt gratitude to the following people who contributed directly and indirectly to this books coming to fruition:To my friend, former colleague and veteran salesman Sid Funk. This book had its origins in a collaborative workshop we both developed to train younger salespeople within our company at Dow AgroSciences. Sids contributions to the workshop and, hence, to this book were not only materialbutinspirational.Reflectingonour knowledge and combined experience of dozens ofyearsofbuildingbusinessrelationships,we wereabletoextractthegoldennuggetsthat went into the workshop and that are now part of this book.1'