TY  - BOOK
AU  - Johnston,Mark W.
AU  - Marshall,Greg W.
TI  - Relationship selling
SN  - 9780073404837 (alk. paper)
U1  - 658.85 
PY  - 2010///
CY  - Boston
PB  - McGraw-Hill/Irwin
KW  - Selling
KW  - Relationship marketing
KW  - Customer relations
N1  - 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
ER  -