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Relationship Selling

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ISBN-10: 0073404837

ISBN-13: 9780073404837

Edition: 3rd 2010

Authors: Mark W. Johnston, Greg Marshall, Mark Johnston, Greg W. Marshall

List price: $199.33
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Book details

List price: $199.33
Edition: 3rd
Copyright year: 2010
Publisher: McGraw-Hill Higher Education
Publication date: 3/27/2009
Binding: Hardcover
Pages: 480
Size: 8.25" wide x 10.25" long x 1.00" tall
Weight: 2.332
Language: English

Greg W. Marshall is the Charles Harwood Professor of Marketing and Strategy in the Roy E. Crummer Graduate School of Business at Rollins College in Winter Park, Florida. He also serves as Vice President for Strategic Marketing for Rollins College. He earned his Ph.D. in Business Administration from Oklahoma State University, taking a marketing major and management minor, and holds a BSBA in marketing and MBA from the University of Tulsa. Prior to joining Rollins, Greg was on the faculty at the University of South Florida, Texas Christian University, and Oklahoma State University. Prior to returning to school for his doctorate, Greg’s managerial industry experience included thirteen…    

Mark Johnston is the Walter Cerf Professor of Philosophy at Princeton University and the author of "Surviving Death" (Princeton).

Preface
What Is Relationship Selling?
Introduction to Relationship Selling
Using Information to Understand Sellers and Buyers
Value Creation in Buyer-Seller Relationships
Ethical and Legal Issues in Relationship Selling
Recruiting and Selecting Salespeople
Training Salespeople for Sales Success
Salesperson Compensation and Incentives