Relationship Selling

by Johnston, Mark W.; Marshall, Greg W.

Edition:

3rd

ISBN13:

9780073404837

ISBN10:

0073404837

Format:

Hardcover

Pub. Date:

3/27/2009

Publisher(s):

McGraw-Hill/Irwin

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Summary

Now available in its third edition, Relationship Selling has 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.

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
Table of Contents provided by Publisher. All Rights Reserved.