Relationship selling / Mark W. Johnston, Greg W. Marshall.
Material type:
TextPublication details: Boston : McGraw-Hill/Irwin, c2010.Edition: 3rd edDescription: xxvii, 452 p. : col. ill. ; 26 cmISBN: - 9780070172470 (alk. paper)
- 007012471 (alk. paper)
- HF5438.25 .J61
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Methodist University Library Main General Stacks | Reference | HF5438.25 .J61 (Browse shelf(Opens below)) | Available | 39689 | |||||||||||||
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Methodist University Library Main General Stacks | Reference | HF5438.25 .J61 (Browse shelf(Opens below)) | Available | 39615 |
Includes index
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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