000			01763cam a2200301 a 4500
001			vtls003144958
003			MY-SjTCS
005			20200226120924.0
008			110218s2010 maua b 001 0 eng
020			_a9780073404837 (alk. paper)
020			_a0073404837 (alk. paper)
020			_a9780070172470 (pbk. : Int'l ed.)
039		9	_a201102181236 _bVLOAD _c200908051723 _dchon ling _c200908051554 _dshahriman _c200908051552 _dshahriman _y200907211234 _zchon ling
082	0	0	_a658.85 _bJOH
100	1		_aJohnston, Mark W. _915622
245	1	0	_aRelationship selling / _cMark W. Johnston, Greg W. Marshall.
250			_a3rd ed.
260			_aBoston : _bMcGraw-Hill/Irwin, _cc2010.
300			_axxvii, 452 p. : _bcol. ill. ; _c26 cm.
504			_aIncludes bibliographical references (p. 431-439) and indexes.
505	0		_aCh. 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.
590			_aAustralian Degree Programme : MARK2013
650		0	_aSelling.
650		0	_aRelationship marketing. _96704
650		0	_aCustomer relations.
700	1		_aMarshall, Greg W. _915624
920			_aUNISA/5
999			_c173164 _d173164