| 000 | 01805nam a2200313 a 4500 | ||
|---|---|---|---|
| 001 | 000015975 | ||
| 005 | 20160221095946.0 | ||
| 008 | 090113m20102005xxuado grn 001 0 eng d | ||
| 942 | _c | ||
| 020 |
_a9780073404837 _c(pasta dura) |
||
| 020 |
_a0073404837 _c(pasta dura) |
||
| 040 |
_aCO-BrUAC _bspa _cCO-BrUAC _dCO-BrUAC |
||
| 041 | 0 | _aeng | |
| 082 | 0 | 4 |
_a658.85 _bJ72 _222 ed. |
| 100 | 1 | _aJohnston, Mark W | |
| 245 | 1 | 0 |
_aRelationship selling / _cMark W. Johnston, Greg W. Marshall. |
| 250 | _a3 ed. | ||
| 260 |
_aBoston : _bMcGraw Hill/Irwin, _cc2010. |
||
| 300 |
_axxvii, 452 p. : _bil., grafs., fot. col., etc. |
||
| 504 | _aIncludes bibliographical references, indexes, glossary, etc. | ||
| 505 | 0 | _aPte. 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. | |
| 544 | 1 |
_aDisponible en la Colección General : _bBiblioteca Central. |
|
| 650 | 1 | 0 | _aSelling |
| 650 | 1 | 0 | _aRelationship Marketing |
| 650 | 1 | 0 | _aCustomer Relations |
| 650 | 1 | 4 | _aTécnicas de Ventas |
| 650 | 1 | 4 | _aRelación con los Clientes |
| 700 | 1 | _aMarshall, Greg W. | |
| 999 |
_c15711 _d15711 |
||