Relationship Selling and Sales Management

Relationship Selling and Sales Management

3.0 1
by Mark Johnston
     
 

Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This… See more details below

Overview

Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.

Product Details

ISBN-13:
2900073404836
Publisher:
McGraw-Hill Companies, The
Publication date:
03/28/2009
Edition description:
New Edition

Table of Contents


Preface
Part One: What Is Relationship Selling?
Chapter 1: Introduction to Relationship Selling
Chapter 2: Using Information to Understand Sellers and Buyers
Chapter 3: Value Creation in Buyer-Seller Relationships
Chapter 4: Ethical and Legal Issues in Relationship Selling
Part Two: Elements of Relationship Selling
Chapter 5: Prospecting and Sales Call Planning
Chapter 6: Communicating the Sales Message
Chapter 7: Negotiating for Win-Win Solutions
Chapter 8: Closing the Sale and Follow-up
Chapter 9: Self-Management: Time and Territory
Part Three: Managing the Relationship-Selling Process
Chapter 10: Salesperson Performance: Behavior, Motivation, and Role Perceptions
Chapter 11: Recruiting and Selecting Salespeople
Chapter 12: Training Salespeople for Sales Success
Chapter 13: Salesperson Compensation and Incentives
Chapter 14: Evaluating Salesperson Performance
Glossary
Endnotes
Index

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