Relationship Selling and Sales Management, 1/e by Johnston and Marshall is truly unique as it is the only book on the market that fuses Relationship Selling and Customer Value (70%) with Leadership and Sales Management (30%). Instead of purchasing multiple books to amass material in those areas, professors now have the convenience of having it all in one text. The 70/30 coverage allocation reflects the overwhelming majority of opinions expressed through market research. Authors of our successful Churchill/Ford/Walker?s Sales Force Management text and individuals with quite a presence in the field, Mark Johnston and Greg Marshall bring a wealth of expertise and energy into this product. The book is written for appropriate use both at the college/university setting and the community college/junior college setting.



Table of Contents:

PART ONE: What is Relationship Selling?

1 Introduction to Relationship Selling

2 Understanding Sellers and Buyers

3 Value Creation in Buyer-Seller Relationships

4 Ethical and Legal Issues in Relationship Selling

PART TWO: Elements of Relationship Selling

5 Using Information in Prospecting and Sales Call Planning

6 Communicating the Sales Message

7 Negotiating for Win-Win Solutions

8 Closing the Sale and Follow-up

9 Managing Territory and Time Effectively

PART THREE: Managing the Relationship Selling Process

10 Salesperson Performance: Behavior, Role Perception, and Motivation

11 Recruiting and Selecting Salespeople for Relationship Selling

12 Training and Developing Salespeople

13 Salesperson Compensation and Incentives

14 Evaluating Salesperson Performance