Relationship selling and sales management
Marshall, Greg W.
Primary Author
Johnston, Mark W.
Primary Author
mixed material
bibliography
Boston
McGraw-Hill/Irwin
2005
2
English
xxiv, 451 p. : ill. ; 27 cm. + 1 CD-ROM
Mcgraw-hill/irwin Series In Marketing
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
CUSTOMER RELATIONS
RELATIONSHIP MARKETING
SELLING
HF5437-5444
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IPMI Library
HF5438.25 .J655 2005
00000010427
(General Book)
HF5438.25 .J655 2005
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