Mark W. Johnston,
Rollins College—Winter Park Greg W. Marshall,
Rollins College—Winter Park
ISBN: 0073404837 Copyright year: 2010
Table of Contents
Part One - What is Relationship Selling?
Chapter 1 Introduction to Relationship Selling
Chapter 2 Using Information to Understand Sellers and Buyers
Chapter 3 Value Creation in Buyer-Seller Relationships
Chapter 4 Ethical and Legal Issues in Relationship Selling
Part Two - Elements of Relationship Selling
Chapter 5 Prospecting and Sales Call Planning
Chapter 6 Communicating the Sales Message
Chapter 7 Negotiating for Win-Win Solutions
Chapter 8 Closing the Sale and Follow-up
Chapter 9 Self-Management: Time and Territory
Part Three - Managing the Relationship-Selling Process
Chapter 10 Salesperson Performance: Behavior, Motivation, and Role Perceptions
Chapter 11 Recruiting and Selecting Salespeople
Chapter 12 Training Salespeople for Sales Success
Chapter 13 Salesperson Compensation and Incentives Glossary Endnotes Index
Chapter 14 Evaluating Salesperson Performance
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2010 McGraw-Hill Higher Education