Relationship selling / Mark W. Johnston and Greg W. Marshall
Publication details: Boston : McGraw-Hill/Irwin, c2008. Edition: 2nd edDescription: xii, 446p. : ill. ; 25 cmISBN: 9780073529813; 0073529818Subject(s): 1. Selling. 2. Relationship marketing. 3. Customer relationsDDC classification: 658.85 JOH| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Lending
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Villa College Library | Villa College Library | 658.85 JOH (Browse shelf(Opens below)) | Available | 3450 | ||
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English Lending
|
Villa College Library | Villa College Library | 658.85 JOH (Browse shelf(Opens below)) | Available | 3451 |
Content:
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
Includes bibliographical references and index
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