Relationship selling / Mark W. Johnston, Greg W. Marshall.
Material type:
TextPublisher: Boston : McGraw-Hill/Irwin, [2010]Copyright date: ©2010Edition: Third editionDescription: xxvii, 452 pages : colour illustrations ; 26 cmContent type: - text
- unmediated
- volume
- 0073404837
- 9780073404837
- 658.85 22
- HF5438.25 .J655 2010
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Book | City Campus City Campus Main Collection | 658.85 JOH (Browse shelf(Opens below)) | 1 | Available | A433085B |
Browsing City Campus shelves, Shelving location: City Campus Main Collection Close shelf browser (Hides shelf browser)
| 658.85 ING Sell / | 658.85 ING Sell / | 658.85 ING Sell / | 658.85 JOH Relationship selling / | 658.85 KEL Malled : my unintentional career in retail / | 658.85 MAR Personal selling : a relationship approach / | 658.85 MIC How to become a successful saleswoman / |
Includes bibliographical references (pages 431-439) and index.
1. Introduction to Relationship Selling -- 2. Using Information to Understand Sellers and Buyers -- 3. Value Creation in Buyer-Seller Relationships -- 4. Ethical and Legal Issues in Relationship Selling -- 5. Prospecting and Sales Call Planning -- 6. Communicating the Sales Message -- 7. Negotiating for Win-Win Solutions -- 8. Closing the Sale and Follow-up -- 9. Self-Management: Time and Territory -- 10. Salesperson Performance: Behavior, Motivation, and Role Perceptions -- 11. Recruiting and Selecting Salespeople -- 12. Training Salespeople for Sales Success -- 13. Salesperson Compensation and Incentives -- 14. Evaluating Salesperson Performance.
Machine converted from AACR2 source record.
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