Relationship Selling / Edition 3

Relationship Selling / Edition 3

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by Mark W. Johnston, Greg Marshall, Greg W. Marshall
     
 

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

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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:
9780073404837
Publisher:
McGraw-Hill Companies, The
Publication date:
03/27/2009
Edition description:
Older Edition
Pages:
480
Product dimensions:
8.20(w) x 10.10(h) x 0.90(d)

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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