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This is the 3rd edition with a publication date of 3/27/2009.
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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.
Table of Contents
|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.|