"Relationship Selling and Sales Management, 1/e" by Johnston and Marshall is truly unique as it is the only book on the market that fuses Relationship Selling and Customer Value (70 per cent) with Leadership and Sales Management (30 per cent). Instead of purchasing multiple books to amass material in those areas, professors now have the convenience of having it all in one text. The 70/30 coverage allocation reflects the overwhelming majority of opinions expressed through market research. Authors of our successful Churchill/Ford/Walker's "Sales Force Management" text and individuals with quite a presence in the field, Mark Johnston and Greg Marshall bring a wealth of expertise and energy into this product. The book is written for appropriate use both at the college/university setting and the community college/junior college setting.
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Fuses Relationship Selling and Customer Value (70 per cent) with Leadership and Sales Management (30 per cent). The 70/30 coverage allocation aims to reflect the opinions expressed through market research. This book is written for appropriate use both at the college/university setting and the community college/junior college setting.
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PART ONE: What is Relationship Selling? 1 Introduction to Relationship Selling 2 Understanding Sellers and Buyers 3 Value Creation in Buyer-Seller Relationships 4 Ethical and Legal Issues in Relationship Selling PART TWO: Elements of Relationship Selling 5 Using Information in Prospecting and Sales Call Planning 6 Communicating the Sales Message 7 Negotiating for Win-Win Solutions 8 Closing the Sale and Follow-up 9 Managing Territory and Time Effectively PART THREE: Managing the Relationship Selling Process 10 Salesperson Performance: Behavior, Role Perception, and Motivation 11 Recruiting and Selecting Salespeople for Relationship Selling 12 Training and Developing Salespeople 13 Salesperson Compensation and Incentives 14 Evaluating Salesperson Performance
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Produktdetaljer

ISBN
9780071113427
Publisert
2004-08-01
Utgiver
Vendor
McGraw Hill Higher Education
Vekt
861 gr
Høyde
254 mm
Bredde
218 mm
Dybde
18 mm
Aldersnivå
U, 05
Språk
Product language
Engelsk
Format
Product format
Kombinasjonsprodukt

Biographical note

Dr. Johnston is Professor of Marketing at the Roy E. Crummer Graduate School of Business, Rollins College in Winter Park, Florida. He earned his Ph.D. in Marketing in 1986 from Texas A&M University. Prior to receiving his doctorate he worked in industry as a sales representative for a leading distributor of photographic equipment. His research has resulted in published articles in a number of professional journals such as Journal of Marketing Research, Journal of Applied Psychology, and Journal of Personal Selling and Sales Management and many others. He is also co-author of Sales Force Management 6E (Churchill, Ford, Walker, Johnston, Tanner) published by Irwin McGraw-Hill. He has been retained as a marketing consultant for firms in the personal health care, chemical, transportation, service, and telecommunications industries. A partial list of organizations that Dr. Johnston has conducted market research for in the past includes AT&T, American Airlines, Walt Disney World, and the American Red Cross. In addition, he has consulted on a wide range of issues involving strategic decision-making, quality assessment, market analysis, sales training, and international market decisions. Finally, he has conducted a number of seminars around the world on a variety of topics including motivation, managing turnover in the organization, sales training issues, ethical issues in marketing, and improving overall sales performance. Greg W. Marshall, Associate Professor of Marketing at the University of South Florida, Tampa, FL. Greg has 13 years of selling and sales management experience and when he left the field to teach in 1986, he was the manager of the top selling performing ales district in the United States. His research focuses on sales force selection, performance and evaluation, sales force diversity, decision making by marketing managers, and inter-organizational relationships. He is the Associate Editor of the Journal of Personal Selling & Sales Management and currently serves as Special Guest Editor for a JPSSM issue on 'Strategic Issues in Selling and Sales Management"