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What version or edition is this?
This is the 3rd edition with a publication date of 3/27/2009.
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- The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
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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.|