Relationship selling / Mark W. Johnston and Greg W. Marshall

By: Johnston, Mark W | Marshall, Greg WPublication 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

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Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College Library	Villa College Library	658.85 JOH (Browse shelf(Opens below))	Available		3450
English Lending	Villa College Library	Villa College Library	658.85 JOH (Browse shelf(Opens below))	Available		3451

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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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