TY  - BOOK
AU  - Johnston,Mark W
AU  - Marshall,Greg W.
TI  - Relationship selling
SN  - 9780073404837
U1  - 658.85 22 ed.
PY  - 2010///
CY  - Boston
PB  - McGraw Hill/Irwin
KW  - Selling
KW  - Relationship Marketing
KW  - Customer Relations
KW  - Técnicas de Ventas
KW  - Relación con los Clientes
N1  - Includes bibliographical references, indexes, glossary, etc; 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
ER  -