Relationship Selling

ISBN-10: 0073529818
ISBN-13: 9780073529813
Edition: 2nd 2008
List price: $157.19 Buy it from $3.00 Rent it from $24.12
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Description: Now available in its second edition, Relationship Selling has already struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable  More...

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Book details

List price: $157.19
Edition: 2nd
Copyright year: 2008
Publisher: McGraw-Hill Companies, The
Binding: Hardcover
Pages: 446
Size: 8.25" wide x 10.25" long x 0.75" tall
Weight: 2.244
Language: English

Now available in its second edition, Relationship Selling has already struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance.

Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on iquest;Strategic Issues in Selling and Sales Managementiquest;iquest;iquest;

What Is Relationship Selling?
Introduction to Relationship Selling
Using Information to Understand Sellers and Buyer
Value Creation in Buyer-Seller Relationships
Ethical and Legal Issues in Relationship Selling
Elements of Relationship Selling
Prospecting and Sales Call Planning
Communicating the Sales Message
Negotiating for Win-Win Solutions
Closing the Sale and Follow-up
Self-Management: Time and Territory
Managing the Relationship-Selling Process
Salesperson Performance: Behavior, Motivation, and Role Perceptions
Recruiting and Selecting Salespeople
Training Salespeople for Sales Success
Salesperson Compensation and Incentives
Glossary
Endnotes
Index

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