Johnston, Mark W. <br/><br/>
Relationship selling / 
Mark W. Johnston, Greg W. Marshall. 
 - 3rd ed. 
 - Boston :  McGraw-Hill/Irwin,  c2010. 
 - xxvii, 452 p. :  col. ill. ;  26 cm. 
<br/><br/>Includes bibliographical references (p. 431-439) and indexes. 
<br/><br/>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. 
<br/><br/><label>ISBN: </label>9780073404837 (alk. paper) 0073404837 (alk. paper) 9780070172470 (pbk. : Int'l ed.) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling.<br/>Relationship marketing.<br/>Customer relations.
<br/><br/><label>Dewey Class. No.: </label>658.85  / JOH