Relationship Selling 3rd Edition Johnston Test Bank

This is completed downloadable of Relationship Selling 3rd Edition Johnston Test Bank

Product Details:

• ISBN-10 ‏ : ‎ 0073404837
• ISBN-13 ‏ : ‎ 978-0073404837
• Author:  Mark W. Johnston, Greg W. Marshall

Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.

 

Table of Content:

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Part One – What is Relationship Selling? Chapter 1 Introduction to Relationship Selling Chapter 2 Using Information to Understand Sellers and Buyers Chapter 3 Value Creation in Buyer-Seller Relationships Chapter 4 Ethical and Legal Issues in Relationship Selling Part Two – Elements of Relationship Selling Chapter 5 Prospecting and Sales Call Planning Chapter 6 Communicating the Sales Message Chapter 7 Negotiating for Win-Win Solutions Chapter 8 Closing the Sale and Follow-up Chapter 9 Self-Management: Time and Territory Part Three – Managing the Relationship-Selling Process Chapter 10 Salesperson Performance: Behavior, Motivation, and Role Perceptions Chapter 11 Recruiting and Selecting Salespeople Chapter 12 Training Salespeople for Sales Success Chapter 13 Salesperson Compensation and Incentives Glossary Endnotes Index Chapter 14 Evaluating Salesperson Performance

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