TY  - BOOK
AU  - Johnston,Mark W.
AU  - Marshall,Greg W.
TI  - Relationship selling
SN  - 9780070172470 (alk. paper)
AV  - HF5438.25 .J61
PY  - 2010///
CY  - Boston
PB  - McGraw-Hill/Irwin
KW  - Selling
KW  - Relationship marketing
KW  - Customer relations
N1  - 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
ER  -