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.
|Publisher:||McGraw-Hill Companies, The|
|Edition description:||Older Edition|
|Product dimensions:||8.20(w) x 10.10(h) x 0.90(d)|
Table of Contents
Part One: What Is 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