Relationship selling [printed text] / Mark W. Johnston, Author ; Greg W. Marshall, Author . - Boston : McGraw-Hill/Irwin, 2008 . - xxvii, 446 p. : ill. (col) ; 26 cm.
ISBN : 978-0-07-352981-3
Focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers.

Class number:	658.85
Abstract:	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.
Contents note:	Part 1 What is Relationship Selling? 1. Introduction to relationship selling; 2. Using information to understand sellers and buyers; 3. Value creation in buyer-seller relationships; 4. Ethical and legal issues in relationship selling. Part 2 Elements of Relationship Selling 5. Prospecting and sales call planning; 6. Communicating the sales message; 7. Negotiating for win-win solutions; 8. Closing the sale and follow-up; 9. Self-management: time and territory Part 3 Managing the Realtionship - Selling Process 10. Salesperson performance: behavior, motivation and role perceptions; 11. Recruiting and selecting salespeople; 12. Training salespeople for sales success; 13. Salesperson compensation and incentives; 14. Evaluatig salesperson performance