Taylor's Library

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Relationship selling / Mark W. Johnston, Greg W. Marshall.

By: Johnston, Mark W.
Contributor(s): Marshall, Greg W.
Publisher: Boston : McGraw-Hill/Irwin, c2010Edition: 3rd ed.Description: xxvii, 452 p. : col. ill. ; 26 cm.ISBN: 9780073404837 (alk. paper); 0073404837 (alk. paper); 9780070172470 (pbk. : Int'l ed.).Subject(s): Selling | Relationship marketing | Customer relationsDDC classification: 658.85
Contents:
Ch. 1. Introduction to Relationship Selling -- Ch. 2. Using Information to Understand Sellers and Buyers -- Ch. 3. Value Creation in Buyer-Seller Relationships -- Ch. 4. Ethical and Legal Issues in Relationship Selling -- Ch. 5. Prospecting and Sales Call Planning -- Ch. 6. Communicating the Sales Message -- Ch. 7. Negotiating for Win-Win Solutions -- Ch. 8. Closing the Sale and Follow-up -- Ch. 9. Self-Management: Time and Territory -- Ch. 10. Salesperson Performance: Behavior, Motivation, and Role Perceptions -- Ch. 11. Recruiting and Selecting Salespeople -- Ch. 12. Training Salespeople for Sales Success -- Ch. 13. Salesperson Compensation and Incentives -- Ch. 14. Evaluating Salesperson Performance.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU
658.85 JOH (Browse shelf) 1 Available TBSxx,34007,03,AD 5000002360
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 2, TierNo 5, BayNo 2

 658.85 JOH (Browse shelf) 1 Available TBSxx,34007,03,AD 5000002381
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 2, TierNo 5, BayNo 2

 658.85 JOH (Browse shelf) 1 Available TBSxx,34007,03,AD 5000002380
Main Collection Taylor's Library-TU
658.85 JOH (Browse shelf) 1 Available TBSxx,34007,03,AD 5000002379
Main Collection Taylor's Library-TU

Floor 4, Shelf 27 , Side 2, TierNo 5, BayNo 2

 658.85 JOH (Browse shelf) 1 Available TBSxx,18002,03,AD 5000002161

Includes bibliographical references (p. 431-439) and indexes.

Ch. 1. Introduction to Relationship Selling -- Ch. 2. Using Information to Understand Sellers and Buyers -- Ch. 3. Value Creation in Buyer-Seller Relationships -- Ch. 4. Ethical and Legal Issues in Relationship Selling -- Ch. 5. Prospecting and Sales Call Planning -- Ch. 6. Communicating the Sales Message -- Ch. 7. Negotiating for Win-Win Solutions -- Ch. 8. Closing the Sale and Follow-up -- Ch. 9. Self-Management: Time and Territory -- Ch. 10. Salesperson Performance: Behavior, Motivation, and Role Perceptions -- Ch. 11. Recruiting and Selecting Salespeople -- Ch. 12. Training Salespeople for Sales Success -- Ch. 13. Salesperson Compensation and Incentives -- Ch. 14. Evaluating Salesperson Performance.

Australian Degree Programme : MARK2013