Johnston, Mark W <br/><br/>
Relationship selling / 
Mark W. Johnston, Greg W. Marshall. 
 - 3 ed. 
 - Boston :  McGraw Hill/Irwin,  c2010. 
 - xxvii, 452 p. :  il., grafs., fot. col., etc. 
<br/><br/>Includes bibliographical references, indexes, glossary, etc. 
<br/><br/>Pte. 1. What is relationship selling ? -- Cap. 1. Introdction to relationship selling -- 2. Using information to understand sellers and buyers -- 3. Value creation in buyer-seller relationships selling -- 4. Ethical and legal issues in relationship selling -- Pte. 2. Elements relationship selling -- Cap. 5. Prospecting and sales call planning -- 6. Communicating the sales message -- 7. Negotiating for win-win solutions -- 8. Closing the sale and follow-up -- 9. Self-management: time and territory -- Pte. 3. Managing the relationship-selling process -- Cap. 10. Salesperson performance: benavior, motivation, and role perceptions -- 11. Recruting and selecting salespeople -- 12. Training salespeople for sales success -- 13. Salesperson compesation and incentives -- 14. Evaluating salesperson performance. 
<br/><br/><br/>Disponible en la Colección General : <br/>Biblioteca Central. 
<br/><br/><label>ISBN: </label>9780073404837  (pasta dura) 0073404837  (pasta dura) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling<br/>Relationship Marketing<br/>Customer Relations<br/>Técnicas de Ventas<br/>Relación con los Clientes
<br/><br/><label>Dewey Class. No.: </label>658.85  / J72